Understanding the Sales Force

AUGUST 28, 2020

Would you take a train between intersections of the same city block, usually a 2-minute walk? 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?". Would you fly on a huge jet from Minneapolis, Minnesota to St.

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

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

SEPTEMBER 30, 2021

Finding and putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.

Hiring 221

Hiring Company Sales 221

Anthony Cole Training

APRIL 15, 2021

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

Hiring 246

Hiring Sales Talent Sales 246

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

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

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

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)! They will be part of the company’s future with proper training and coaching.

Hiring 358

Hiring Lead Rank Lead Scoring Compensation 358

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

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

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

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

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

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

SBI Growth

OCTOBER 7, 2024

Like a championship sports team that needs great athletes , exceptional salespeople are the lifeblood of a high-performing sales organization. But if you have recently recruited new salespeople, you probably have also experienced how brutal it is to try to hire top talent in today's market.

Hiring 177

Hiring Sports Training How To 177

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

FEBRUARY 11, 2020

Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof? Would you back your car out of the garage before opening the garage door?

Company 325

Company Training Hiring Sales 325

Smooth Sale

APRIL 24, 2024

Photo by Tumisu via Pixabay Attract the Right Job or Clientele: Examples of Good First Impressions for New Hires Despite being different from what you advertised, you evaluate new hires in their first days and weeks to ensure they’re the best fit for your company. However, unlike dating, the stakes are arguably higher.

Hiring 110

Hiring Examples Outsourcing Services Infusion 110

Sales and Marketing Management

MARCH 20, 2019

Rather than battling for new hires in an uber-competitive job market, smart companies are moving to train and promote from within. So yes, if you can’t hire the talent you need, it makes sense to cultivate it from within. employer spends about $4,000 to hire a new worker. Tight Times Yield Smart Strategies.

Face-to-face 296

Face-to-face Smart Company Loyalty Benefit 296

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 263

Hiring Coaching Account Industry 263

Smooth Sale

AUGUST 18, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Recruiting Strategies to Hire Top Talent for Business Growth Today’s cutthroat employment market makes it harder to find and hire top talent. AI-powered chatbots can also help with candidate queries and informational updates throughout hiring.

Hiring 106

Hiring Strategy Guarantee Social Media 106

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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

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

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives. Your company has rolled out sales manager coaching training.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Nothing is more of a Red Flag to a potential hiring manager than instability of employment.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

Sales 2.0

OCTOBER 9, 2020

OK, maybe keep it a secret between us for now, but when you kill your sales quota and everyone starts calling you a Rockstar, you may want to let on (in the right circumstances). Who would you want to hire anyway? Train Your team. Your team does need training. You need to train them. Build Your team.

Account 385

Account Scale Social Media Small Business 385

Sales 2.0

MAY 6, 2020

Some sales inquiries are finally coming in. The crisis has probably “shone a light” on several places where your sales organization could be better. Consider some of these questions and think about where you can develop an even stronger sales organization. Do you need to hire some new people? Do your managers?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

Sales 2.0

AUGUST 15, 2022

I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described. I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”.

Hiring 195

Hiring Hubspot Inbound Forecasting 195

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 307

Hiring Coaching Sales Consultative Selling 307

Steven Rosen

AUGUST 12, 2021

I believe there are two things that motivate most sales reps. If you want to differentiate yourself as a manager, handwriting personalized recognition cards are very motivating. If you want to be a STAR sales manager, make sure you have various motivational cards at your disposal. Sales Management Training.

Hiring 234

Hiring eBook Motivation Coaching 234

Sales and Marketing Management

MARCH 1, 2021

Some companies are augmenting current training practices and, as by-products, improving hiring, onboarding, best-practice dissemination and performance management as well as selling skills.

Hiring 228

Hiring Selling Skills Training Sales 228

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

Anthony Cole Training

MARCH 18, 2021

In the 8th blog of our series No Assembly Required Hiring , we discuss how to properly set up the offer meeting to help improve the probability of getting a yes from your sales candidate.

Hiring 267

Hiring How To Meeting Sales Talent 267

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

Hiring 159

Hiring Sales Leadership Sales Forecasts Forecasting 159