Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Sales and Marketing Management

FEBRUARY 9, 2023

Five steps that give you a consistent and scientific method to assess sales candidates and hire applicants who have crucial work-related qualities like your company’s superstar sales reps. The post A Scientific 5-Step Method to Hire Superstar Sales Reps appeared first on Sales & Marketing Management.

Hiring 296

Hiring Relationals Sales Marketing 296

Anthony Cole Training

MARCH 29, 2024

Putting the best people in the right seats is the biggest problem identified by most business execs, especially as it applies to critical sales roles. After working with hundreds of companies over the last 30 years, here is what we have learned are the 5 most common problems companies struggle with when hiring quality salespeople.

Hiring 281

Hiring Company Sales Motivation 281

Anthony Cole Training

MARCH 1, 2024

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill.

Hiring 290

Hiring Sales Management Motivation Objections 290

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest. They can’t get the sales, the pipeline isn’t moving.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Sales and Marketing Management

DECEMBER 7, 2023

The post AI and HR: How Technology Is Changing the Hiring Process appeared first on Sales & Marketing Management. Leveraging AI responsibly can put organizations in a position of advantage for successfully adapting to the evolving landscape of work.

Hiring 282

Hiring Positioning Marketing Sales 282

Understanding the Sales Force

JANUARY 4, 2023

CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform. After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low.

Hiring 296

Hiring Sales Sales Management Tools 296

SalesFuel

MARCH 18, 2025

Some employers make new hire gifts of SWAG like corporate apparel or a coffee mug. Recently, hiring managers have been promoting benefits like unlimited vacation time and work-life balance. As a new hire gift, the promise of less stress makes a huge difference. Your new hire must learn the details of their job.

Hiring 59

Hiring Retention Apparel Face-to-face 59

Understanding the Sales Force

MAY 20, 2024

This article has a set of three distinct analogies comparing baseball to sales so if you don’t want to hear about the baseball side of the analogy, you’ll probably want to exit the article. ” Analogy #1 – Filling Seats Let’s start with what a sales team would call a termination. Oh wait, there is!

Hiring 201

Hiring Decision Maker Lead Rank Lead Scoring 201

The Center for Sales Strategy

FEBRUARY 19, 2025

Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. The most important decision you will ever make as a manager is the decision of who to hire. Would sales go up?

Hiring 78

Hiring Course Resources Sales 78

Anthony Cole Training

FEBRUARY 9, 2024

Many companies are struggling with finding talent in today’s environment, and it is particularly difficult to find top-notch sales management talent. Unfortunately, most sales managers have no formal training in leadership, management and coaching skills, so how do you find the right person?

Hiring 271

Hiring Sales Management Company Industry 271

Alice Heiman

DECEMBER 12, 2024

Alice Heiman reveals critical strategies to ensure your sales team is at peak performance before expanding your team.

Hiring 62

Hiring Channels LinkedIn Strategy 62

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. This is problematic for more than the obvious reason.

Data 220

Data Hiring Compensation Quota 220

SBI Growth

DECEMBER 9, 2024

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team. Focus on these five factors to increase your odds of success with new sales hires.

Hiring 156

Hiring Lead Management Coaching Sales Management 156

Pipeliner

JANUARY 16, 2025

In this episode podcast, John Golden talks with Walter Crosby , founder of Helix Sales Development, about mastering the art of hiring and retaining top sales talent. The post 🎧 Mastering the Art of Hiring and Retaining Top Sales Talent appeared first on SalesPOP! on all major podcast stations.

Hiring 52

Hiring Sales Talent Coaching Positioning 52

Understanding the Sales Force

JANUARY 4, 2025

Coincidentally, accountability is one of the competencies at which most sales leaders are lacking. Strategic Account Plans Account Retention Average Gross Profit Average Account Value Lifetime Account Value There are more but you get the gist of it. On the contrary. We are always ready to help you.

Account 173

Account Hiring Quota Territories 173

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. The question is, how soon can they start generating leads and setting up sales conversations?

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

Cincom Smart Selling

MARCH 17, 2025

Introduction In our article, CPQ Automation: The Key to Faster Sales and Higher Revenue , we explored how CPQ automation streamlines sales cycles, eliminates errors, and enhances profitability. Heres how: Recognizing the Signs: When to Hire a CPQ Consultant? CPQ should accelerate your sales cyclenot slow it down.

Hiring 48

Hiring Scale Lead Rank System 48

Understanding the Sales Force

OCTOBER 13, 2024

I created an analogy for my first article when I wrote about scaling, hiring and firing salespeople , based on what I read in Genesis. Sales leaders accomplish the same thing when they prepare a salesperson with powerful messaging and talking points. As with God and Moses, both sales coaching methods should have a role-play component.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

Steven Rosen

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Sales leaders believe it is their job to develop their sales managers.

Hiring 424

Hiring Comparison Face-to-face Objections 424

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

Partners in Excellence

JANUARY 30, 2025

And we could step up to that through the same tried and true methods: hire more people, leverage more tools and technology. Average deal sizes went down, sales cycles went up. But no problem, we weren’t constrained by cost, hire more people, buy more tools, outsource demand/lead gen… We just ran the mathematical equations.

Scale 133

Scale Outsourcing Services Hiring Revelation 133

Sales Hacker

DECEMBER 31, 2024

Featuring hot takes from leaders at HubSpot, Brex, GitHub, and more, this compilation challenges the status quo and might just change how you think about volume vs. value, outbound sales, and hiring in 2025. 10:38) The third theme: hiring based on past experience. (10:58) 6:29) The second theme: the future of outbound. (7:12)

Hiring 107

Hiring B2B Scale Outbound 107

Understanding the Sales Force

MARCH 24, 2025

Most sales experts would provide guidance on how to conduct this negotiation but since I’m an anti-negotiation guy, I told Bob to have the following conversation with his prospect: I told him to say something along the lines of, “I know that you are expecting to negotiate terms and fees on our proposal since we are so far apart.

Negotiation 188

Negotiation Strategy Proposal Hiring 188

Understanding the Sales Force

JANUARY 31, 2025

Kurlan & Associates earned the Diamond Award, the highest level of recognition from Objective Management Group, for its 2024 performance. Using OMG, Kurlan helped a multitude of clients evaluate their sales teams and assess their sales and sales management candidates to help companies make much better hires for their sales organizations.

Hiring 173

Hiring Groups Objections Sales Management 173

The Center for Sales Strategy

OCTOBER 23, 2024

Let’s cut straight to it: Talent is something you’re born with. You can’t create, mold, or magically inject it into someone. You either have it or you don’t. As much as we love a good rags-to-riches story, the truth is, talent can’t be trained into someone—it’s hardwired.

Hiring 112

Hiring Training Sales Talent Sales 112

The Center for Sales Strategy

OCTOBER 14, 2024

Let’s cut to the chase—there’s no magic formula to building a successful sales team. Unless, of course, you consider “hiring the right people” a kind of magic. The foundation of any high-performing sales structure starts with one thing: talent.

Hiring 111

Hiring CRM Course Sales 111

Sales and Marketing Management

FEBRUARY 6, 2023

To make the most out of your hires and increase sales without breaking your budget, here are five tips for sales leaders. The post 5 Top Priorities for Sales Leaders in 2023 to Boost Team Productivity appeared first on Sales & Marketing Management.

Hiring 296

Hiring Sales Marketing 296

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Its about building GPT-native sales teams.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. He was no longer coachable (by me), thus beginning a stretch of six years during which we hired various coaches to work with him. I started coaching him when he was old enough to hold a wiffle bat.

Hiring 304

Hiring Coaching Sales Consultative Selling 304

Anthony Cole Training

MARCH 21, 2024

It's difficult to choose what the toughest part of any sales manager’s job is and it can vary by company, industry or geography. Undoubtedly, it will be about people – finding the right salespeople, hiring and onboarding, coaching them on important deals and for skill development.

Hiring 280

Hiring Coaching Account Industry 280

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. Ask Effective Questions. No one wants to be told what to do.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. Here are a few guidelines for organizations to boost the effectiveness of their sales training: Create a Culture of Training and Coaching Establishing a culture of training and coaching is one of the most significant things a company can do to achieve success.

Training 118

Training Hiring How To Retention 118

SBI Growth

MARCH 1, 2024

CEOs want to retain the playmakers and managers that have proven themselves in the past. It goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. How has sales evolved from the past, and what should leaders look for when finding new talent?

Hiring 317

Hiring Company Sales Strategy 317