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.

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Hiring Strategy Negotiation Ideal Customer Profile 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.

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Hiring Sales Management Motivation Objections 314

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.

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Hiring Company Sales Motivation 313

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.

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Hiring Data Prospecting Lead Scoring 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.

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Hiring Positioning Marketing Sales 282

SalesFuel

APRIL 21, 2025

Hiring managers, finding the top sales talent for your sales team isnt just a smart move; its necessary. A weak hire can stall growth, waste time, and hurt your teams momentum, but a strong hire can change everything. Why Does Hiring the Right Salesperson Matter So Much? Be clear and specific.

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Hiring How To Sales Talent Salary 59

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?

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Hiring Sales Management Company Industry 322

Sales Hacker

FEBRUARY 18, 2025

Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep?

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Hiring Ideal Customer Profile How To Call-back 99

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?

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Hiring Course Resources Sales 78

SalesFuel

APRIL 22, 2025

Managers make hiring mistakes more often than they want to admit. A bad hire isnt always a toxic employee. Unfortunately, these bad hires cost money. Organizations can drastically reduce hiring costs and mistakes by using assessments. Other times, managers worry about budget allocations.

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Hiring Objections Data Discount 59

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.

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Hiring Retention Apparel Face-to-face 59

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.

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Data Hiring Compensation Quota 220

SalesFuel

APRIL 17, 2025

Many hiring teams wonder what they might be missing when a seemingly perfect hire doesnt work out. and How can they help us avoid hiring mistakes before they happen? and How can they help us avoid hiring mistakes before they happen? Hiring isnt just about who looks best on paper.

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Hiring Lead Rank Lead Scoring Report 59

Anthony Cole Training

APRIL 18, 2025

As you take stock of your teams performance, what concerns you most? Is it the challenge of maintaining your companys market share? Are you worried that your salespeople are not selling? Are you concerned that they even have what it takes to sell?

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Hiring Marketing Company Training 179

SalesFuel

APRIL 1, 2025

If you havent incorporated skills testing into hiring process, its time to start. A report from the National Association of Colleges and Employers ( NACE ) shows that using hiring assessment tools is a growing trend. This situation is especially true for employers who are seeking to hire recent college graduates.

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Hiring Tools Real Estate How To 59

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.

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Hiring Comparison Face-to-face Objections 424

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.

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Hiring Coaching Account Industry 333

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.

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Hiring Lead Scoring Lead Rank 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.

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Scale Outsourcing Services Hiring Revelation 133

No More Cold Calling

MARCH 30, 2025

She couldnt get a job in a bank because they werent hiring womeneven as tellers. My Mother: Women Breaking Barriers in Finance and Family My mother graduated Summa cum Laude with a degree in finance from Syracuse University circa 1936. She had the intelligence, credentials, and ambition, yet the opportunities simply werent there.

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Licensing Hiring Call-back Cold Calling 296

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.

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Hiring Groups Objections Sales Management 173

Anthony Cole Training

MAY 31, 2024

“Did I hire my salespeople this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability.Accountability means taking responsibility for outcomes – good or bad.

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Hiring Sports Sales Management Company 298

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?

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Cold Calling Hiring Guidelines GoldMine 82

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.

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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.

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Hiring CRM Course Sales 111

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.

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Hiring Lead Rank Intent Data Territories 130

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.

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Hiring Coaching Sales Consultative Selling 304

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.

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Sales Coaching Coaching Hiring Face-to-face 433

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.

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Lead Scoring Lead Rank Hiring Marketing Qualified Lead 228

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.

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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?

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Hiring Company Sales Strategy 317

Sales Hacker

JANUARY 24, 2025

Align the entire business around the customer lifecycle Too many companies focus on internal functions (marketing, sales, CS) instead of aligning everyone around the customers lifecycle. Leverage cross-functional insights Marketing, product, and sales must work in tandem. Product signals (e.g.

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Hiring Scale Lead Rank Hubspot 103

SalesFuel

APRIL 30, 2025

When hiring a new sales rep, it takes 381 days more than a year for them to reach the performance level of a tenured rep, according to SalesFuels Voice of the Sales Manager survey. Interviewing salespeople without assessing these four fits is like hiring blind, says C.

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Report Hiring Survey Lead Rank 59

Sales Gravy

JANUARY 21, 2025

Why Sales Feels Harder Than Ever Lets face it: sales is tough, and its not getting any easier. These people can also give you valuable intel on hiring needs, budget constraints, or timing. Call Other Stakeholders: Dig for inside info on immediate hiring needs or open reqs. Keep It Short: No more than 30 seconds.

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Cold Calling Hiring Face-to-face How To 96