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 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 274

Hiring Sales Management Motivation Objections 274

Sales and Marketing Management

APRIL 25, 2022

The post To Beat the ‘Great Resignation,’ Begin with a New Hiring Paradigm appeared first on Sales & Marketing Management. Successfully navigating the biggest worker movement since the industrial revolution requires a holistic view of staff and asking leadership teams essential questions to clarify the future.

Hiring 317

Hiring Industry Marketing Sales 317

Understanding the Sales Force

AUGUST 28, 2020

How about the simple question, "What is the best way to assure that the salespeople I am about to hire will succeed in the chosen role?". These are all examples of inappropriate solutions to the simple question, "What is the best way to get there from here?".

Hiring 289

Hiring Company Examples Training 289

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 264

Hiring Company Sales Motivation 264

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool.

Hiring 218

Hiring Top of Funnel Company Funnel 218

Understanding the Sales Force

FEBRUARY 3, 2022

Hiring salespeople? Spec the role(s), Post your job descriptions, collect resumes, choose some candidates to interview and make some hires. Choose a restaurant, make a reservation, show up and enjoy. What's the worst that can happen? What's the worst that can happen?

Hiring 317

Hiring Quota Salary Territories 317

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

OCTOBER 7, 2022

That brings us to OMG's (Objective Management Group) Sales Candidate Assessment. Let's review the scores and findings from Mary's OMG Sales Candidate Assessment. Let's review the scores and findings from Mary's OMG Sales Candidate Assessment. Why did the company hire her? She had really good scores. Really good.

Hiring 293

Hiring How To Groups Objections 293

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

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 207

Hiring Decision Maker Lead Rank Lead Scoring 207

Steven Rosen

APRIL 14, 2024

Hiring sales superstars is critical to building a high-performance sales team. Traditional hiring methods—résumés, interviews , and references—play critical roles but sometimes miss deeper insights into a candidate’s capabilities.

Hiring 156

Hiring Forecasting Exercises Retention 156

Anthony Cole Training

JANUARY 5, 2023

I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent.

Hiring 233

Hiring LinkedIn Coaching Company 233

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 254

Hiring Sales Management Company Industry 254

Anthony Cole Training

OCTOBER 15, 2020

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone? If your salespeople have to be like most salespeople, they must:

Hiring 286

Hiring Sales 286

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

Understanding the Sales Force

JULY 13, 2021

Last night Major League Baseball held its annual Home Run Derby. We've seen the home run derbies before. We watch them every year. They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest.

Hiring 334

Hiring Data Objections Sales 334

SBI Growth

OCTOBER 28, 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

Sales and Marketing Management

DECEMBER 12, 2023

HR professionals, managers and anyone else who has a hand in hiring must proactively plan for rapidly changing skill set requirements driven by AI adoption, starting with adjusting job descriptions. The post AI Is Forcing Shifts In Hiring Strategies appeared first on Sales & Marketing Management.

Hiring 159

Hiring Strategy Marketing Report 159

Understanding the Sales Force

NOVEMBER 10, 2024

We often help companies hire salespeople and I was recently vetting candidates for one of my clients. I scheduled a five-minute pre-screening call with a candidate who was recommended and scored quite high on the OMG sales candidate assessment. I’m in imposter. Back to Phil. This is the strength that could be problematic.

Hiring 348

Hiring Cold Calling Call-back B2C 348

Force Management

NOVEMBER 14, 2024

Sales talent is a cornerstone to a best-in-class sales organization. As a sales leader you need the right people on board if you want to hit your revenue goals every quarter.

Hiring 137

Hiring Sales Talent Competition Revenue 137

Understanding the Sales Force

OCTOBER 15, 2020

Compatibility is not only important, it could be one of the most overlooked criteria in hiring sales candidates. They argued when they were alone, they argued when they were with us, they argued when they were with their kids and they were just brutal to each other. If only they were more compatible. Let's do a deep dive!

Hiring 356

Hiring Data Banking Software 356

Pipeliner

NOVEMBER 7, 2024

With over 25 years of experience working with Fortune 500 clients and advanced degrees in business psychology, Joel offers a wealth of knowledge on the critical distinction between perception and reality in sales and hiring processes. Understanding this distinction is crucial for both sales and hiring processes.

Hiring 105

Hiring Video Lead Rank Lead Scoring 105

Understanding the Sales Force

DECEMBER 1, 2021

Unlike recruiters, I don't work on a contingency because I take responsibility for the entire recruiting process from soup to nuts and then the client makes the decisions on who to hire. I am helping one company find a single needle-in-a-haystack sales leadership candidate and it has taken nearly six months. What's the difference?

Hiring 317

Hiring Sales Leadership Groups Objections 317

Sales and Marketing Management

SEPTEMBER 3, 2021

If you hire and train sales development reps smartly, they move on to leadership roles. The post The Next-Gen Sales Development Team appeared first on Sales & Marketing Management. Here's how to keep your pipeline of star talent filled.

Hiring 333

Hiring Pipeline Sales Training 333

Understanding the Sales Force

MAY 13, 2020

But the really good news is for companies that are able to hire salespeople. For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren't facing the hardship the media would lead you to believe and the money is there for a reboot when it comes.

Hiring 331

Hiring Company Face-to-face Media 331

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 Campaigns 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 358

Hiring Lead Rank Lead Scoring Compensation 358

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. It’s a lonely world for account executives. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sound familiar?

Referrals 328

Referrals Sales Management Hiring Scale 328

The Center for Sales Strategy

SEPTEMBER 24, 2024

But what does Moneyball have to do with hiring and coaching salespeople? It’s not just a great underdog story; it’s a masterclass in using data to build a winning team, even when the odds (and budget) are stacked against you. Beane’s approach? Simple: find undervalued talent, tap into their potential, and use data to outsmart the competition.

Hiring 124

Hiring Coaching Competition Data 124

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. That’s where sales coaching comes in. Provide Managers Better Visibility.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Understanding the Sales Force

SEPTEMBER 14, 2021

Despite the existence of both a science and a process for hiring salespeople, most efforts also tend to be hit or miss and the emphasis always seems to be on miss. If cutting down trees is a hit or miss proposition, this was definitely a miss - as long as I could get out of its path quickly enough.

Hiring 294

Hiring Sales 294

Understanding the Sales Force

FEBRUARY 9, 2024

Let’s take recruiting, selecting and hiring salespeople. Despite how important new salespeople are to the future of a company, Sales Leadership attempts to get recruiting over with as quickly as possible, often prioritizing speed to hire over cost to hire, talent and capabilities.

Hiring 207

Hiring How To Decision Maker Guarantee 207

Understanding the Sales Force

DECEMBER 9, 2021

If the legitimate account holder, with credentials (account numbers, invoices, names and address), is unable to cancel my own business internet account, how can someone casually take over your title and suddenly own your home? It doesn't make sense to me! Here's another thing that doesn't make sense. Doesn't that sound great?

Hiring 293

Hiring Cancellation Tools Advertising 293

Understanding the Sales Force

AUGUST 10, 2022

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents?

Hiring 296

Hiring Company Revenue Closing 296

No More Cold Calling

JANUARY 9, 2020

million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390