You Hired the Right Salespeople. Now What?
11/29/2018
Talent issues are commonly associated with hiring.  “I can’t find anyone who meets our requirements.” “I can’t afford the talent I need in this market.”  In reality, the most common missteps occur before hiring and continue well beyond it. In this blog, we focus on post-hiring. In our  2018 Sales Talent Study ,  we noted that attrition was roughly 16%, slightly lower than it was a few years ago. However it’s worth noting that 10%...

Laying the Foundation for a Great 2019
11/29/2018
As the end of the year is approaching, sales professionals in every industry are eager to lay a solid foundation for success in 2019. One of the most common business-related New Year’s resolutions among managers is this one: “I will hold more one-on-one coaching sessions with the members of my team this year.” It’s fine as far as it goes … but is it enough? There are at least two scenarios under which you could imagine you’ve fulfilled that goal …...

Seven Steps to Sales Heaven
11/29/2018
Einstein didn’t actually say, “Everything should be made as simple as possible, but no simpler,” but the sentiment is still valid. Yet in sales we often make a fairly simple process as complicated as possible. The vast profusion of sales methods, theories, tools, and approaches can be overwhelming. This is partly because there’s no such thing as “sales.” That term encompasses many areas with limited commonality. What, after all, does selling...