The Center for Sales Strategy

OCTOBER 21, 2024

Think for a moment about a manager in your career who made you a better professional. What was it about them that helped you grow and uplevel? While they surely had some expertise to share, no doubt it was their ability and commitment to give you their attention and coaching.

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Coaching Sales Management Sales Sales Talent 114

The Pipeline

DECEMBER 17, 2014

About a month ago I had the privilege to be part of a great panel exploring key issues sales leaders need to not just think about, but act on in preparing for a successfully 2015. The panel included: Lori Richardson – Score More Sales. Lee Salz – Sales Architects. By Tibor Shanto - tibor.shanto@sellbetter.ca . And myself.

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Hiring Sales Management Top of Funnel Video 257

SBI Growth

APRIL 2, 2014

A sales force will never be made up of 100% ''A'' player talent. Losing top Sales Reps is bad enough – losing top Sales Managers can kill your future. This post discusses reasons why top Reps and Managers are leaving your sales force. It also presents something to do about it.

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Sales Talent Resources Training Sales 303

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Avoid a Myopic Focus. Follow @jdkenney.

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Sales Talent Territories Compensation Quota 312

Sales Manager Now

OCTOBER 27, 2020

Attract and Keep the Sales People You Really Want. The post 9 Must-Haves to Attract and Keep Sales Talent appeared first on Sales Manager Now.

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Sales Talent Hiring Sales Management Sales 60

SBI Growth

FEBRUARY 4, 2013

Top sales performers are heading for the exits. Now is the time for HR and Sales leaders to break the cycle. In either case, it’s exit time for the best sales talent. Learn what customers value from the sales support team. Look for job fit PLUS sales competencies when you hire. What can you do?

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Sales Talent Hiring Lead Rank Ideal Customer Profile 282

Highspot

SEPTEMBER 10, 2020

With the war for sales talent at an all-time high, scaling your team with top performers is a tall task. Talent can be homegrown. Through a formal sales development program, you can not only strengthen your talent pipeline, but also empower the next generation of leaders and secure sales success at scale.

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Sales Talent Pipeline Scale Hiring 69

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways. How Sales Organizations Can Improve Hiring Decisions.

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Hiring Sales Management SAP Sales Talent 97

Close.io

OCTOBER 24, 2019

A high performing sales team is invaluable to a growing startup. Here’s how a startup can successfully compete in the war for sales talent. Here’s how a startup can successfully compete in the war for sales talent. Just being average isn’t good enough for attracting top talent.

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Sales Talent Hiring Compensation How To 91

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales. But how do you know?

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Sales Talent Hiring Lead Rank Lead Scoring 288

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

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Company Hiring Scale Forecasting 224

Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. Helping our customers requires new sales skills. ” They are referring to the data that we see about the revolving door of sales talent we see in too many organizations. This process is complex.

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Sales Talent Hiring Face-to-face Churn 76

ClozeLoop

AUGUST 15, 2021

ClozeLoop's B2B Sales blog keeps you up to date with the latest in sales management, sales techniques, and sales enablement. View our amazing post "Who Is Losing The War For Sales Talent?" by ClozeLoop.

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Sales Talent Sales Enablement B2B Sales Management 52

The Center for Sales Strategy

JULY 23, 2019

When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder.

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Sales Talent Banking Video Sales Management 73

Understanding the Sales Force

FEBRUARY 11, 2014

Understanding the Sales Force by Dave Kurlan Well, are you? There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. For sales, there are quality tools that can be utilized to help with sales selection.

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Sales Talent Hiring Sports Tools 267

Partners in Excellence

DECEMBER 17, 2018

Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. How do we structure the sales organization to be most efficient? How do we reduce the variability in sales people and what they do, creating the lowest cost ability to acquire customers. They have no preference of digital, sales, or any other.

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Sales Talent Face-to-face Channels Buyer 88

Pipeliner

JULY 3, 2023

Hunting the top talent for your sales team requires putting in some elbow grease to scout, choose, and onboard a perfect match. A typical hiring process would involve a job description, must-have experience, and also knowledge of various sales techniques. But what would motivate a sales professional to join your company?

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Sales Talent Hiring Compensation Salary 52

The Center for Sales Strategy

OCTOBER 25, 2018

And you may sometimes feel like many of the other sales managers I talk to every day…. They can be overly sensitive and more focused on making friends than making sales.”. As a Talent Analyst, I spend a lot of time identifying people’s innate sales talents and helping managers make smart selection decisions.

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SBI Growth

FEBRUARY 7, 2014

Most organizations believe that their most successful sales people will make great sales managers. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. Sales Manager Killers. Where do you find them?

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

Pipeliner

APRIL 21, 2023

In this podcast episode, John Golden interviews Helen Fanucci about her book “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” ” They discuss the importance of retaining top talent in sales, especially in a remote work environment, and the potential risks of losing top sales talent.

Sales Management 52

Sales Management Sales Talent Sales 52

The Pipeline

OCTOBER 23, 2012

The Sales Manager’s Success Guide. Even though I was a sales manager long before I had the opportunity to get involved in training, it was my work with trainers that help me appreciate not only the real challenges sales managers face, but their importance to a successful sales team executing their sales winning consistently.

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Sales Management Face-to-face Hiring Call-back 281

Pipeliner

APRIL 23, 2023

Love Your Team: A Survival Guide for Sales Managers in a Hybrid World Sales management can be challenging, especially in a hybrid work environment. In a recent podcast episode, John Golden interviews Helen Ucci, an experienced sales manager who developed the Love Your Team system of sales management.

Sales Management 52

Sales Management Video Sales Talent Social Selling 52

The Center for Sales Strategy

SEPTEMBER 28, 2023

Finding and attracting top sales talent is a perpetual challenge for sales managers. Inbound marketing is proven to generate sales leads, and these same principles can be applied to enhance your employer brand and recruiting efforts.

Inbound 118

Inbound Sales Coaching Coaching Social Media 118

Sandler Training

DECEMBER 10, 2019

Discover the hidden ROI of training top sales talent. The post The Hidden ROI of Training Top Sales Talent appeared first on Sandler Training. Ongoing, modern training is one of the biggest investments you can make in your people.

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Sales Talent ROI Training Hiring 59

Altify

JUNE 5, 2018

This series is all about managing and developing Millennials, specifically in the Sales function of a company. I will be on a live Webcast on June 19th at 10a PDT/ 1p EDT where you can hear firsthand about how true sales transformation takes into account every member from executive management to the frontline sales reps.

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Sales Talent Hiring Webinar Metrics Face-to-face 81

Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Constant sales transformation initiatives. Enable Sales Managers Directly.

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Hiring Sales Management Company Ideal Customer Profile 96

SBI

AUGUST 1, 2018

We tend to think of onboarding as a one-time event as new sales reps are hired. But we all know the reality – even with the most organized onboarding program, it’s going to take weeks of reinforcement, training, and coaching, and months before it can be determined whether a new sales rep is successful. Employee handbook?

Sales Talent 95

Sales Talent Hiring Lead Rank Handbook 95

Steven Rosen

MAY 6, 2015

Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people. Coaching is the number one sales management activity that drives sales performance.

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Hiring Sales Management Coaching Sales Talent 120

Sales Training Connection

JUNE 9, 2014

Developing sales talent. Sales managers, like many other managers, have a tendency not to focus on their top performers. Yet when we ask those same sales managers, “What’s your reaction when you find out that one of your superstars is moving on?” How can you minimize this happening on your sales team?

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Sales Talent Hiring Sales Leadership Compensation 112

Pipeliner

MARCH 8, 2019

How to Find, Hire and Retain Sales Talents. Your sales team is especially important because they are in direct contact with your prospects and customers. In this #SalesChat host John Golden interviews Neal Benedict on strategies employers can use to find the right sales talent. Employees can be your biggest asset.

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Hiring Sales Talent Social Media How To 68

The Center for Sales Strategy

JUNE 12, 2019

Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them. The battle for top sales talent these days has never been harder. Recruitment. Always be recruiting. You always have to be recruiting.

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Sales Management Sales Talent Groups Sales 73

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Steven Rosen

AUGUST 10, 2015

Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. Here are my Top 10 Reasons Why New Sales Managers Fail.

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Sales Management Hiring Sports Promotion 120

SBI Growth

FEBRUARY 25, 2013

The loss of a talented sales manager is troubling. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy. Why Your Best Sales Reps Leave. How HR Stops the Exit of Top Sales Talent. Manager Exit Interviews: The Wrong Way.

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Sales Management Construction Guarantee Travel 267

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

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Hiring Sales Management CRM Scale 120

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. Managers should take the lead on driving adoption, but only 26.7%

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Study Trends Hiring Sales Management 65

Miller Heiman Group

MARCH 11, 2019

The role of a sales manager may be the hardest job in sales. While coaching your team to sales success, your responsibilities include recruiting new talent and meeting the needs of key customers, all while collaborating with internal stakeholders such as marketing, product management and executives.

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Sales Management Scale Lead Rank Coaching 90