Understanding the Sales Force

OCTOBER 24, 2018

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

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Sales Talent Study Hiring Groups 237

SBI Growth

JUNE 4, 2017

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Sales Talent Maximizer Sales B2B 282

Anthony Cole Training

MARCH 25, 2021

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.

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Hiring Sales Talent System Sales 314

SBI Growth

OCTOBER 18, 2018

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Sales Talent Hiring Sales How To 289

The Center for Sales Strategy

OCTOBER 28, 2024

Every company has an online brand, whether it’s crafted intentionally or shaped by external perceptions. If you're unsure of your company’s brand, do a quick Google search and look at the reviews. Websites like Glassdoor and other employment platforms can offer valuable insights into how your company is perceived.

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Sales Talent Intent Google Company 111

SBI Growth

MAY 26, 2017

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Sales Talent Sales Strategy 292

SBI Growth

JULY 7, 2014

Put the most talented team on the field and you’ll often win. The majority of your “A” sales players are talented. But, even the most talented won''t exceed if the right performance conditions are not in place. Territory Design Sales Performance Management Talent Management Compensation'

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Sales Talent Territories Compensation Sports 306

SBI Growth

MAY 12, 2025

Like a sports team, where great players are the key to winning, you can also use behavior-based interviewing techniques to evaluate sales talent.

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Hiring Sports Exercises Sales Talent 156

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.

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Hiring Sales Talent Competition Revenue 160

SBI Growth

NOVEMBER 21, 2018

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Sales Talent Territories Compensation Retention 223

SBI Growth

MARCH 2, 2021

The most difficult challenge leaders will face in 2021 is motivating personnel. Even with a new prospect or a new project, for most employees, the outlook is another year of virtual meetings that highly resembles 2020. In this environment, how.

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Motivation Sales Talent Retention Meeting 229

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.

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Hiring Sales Talent Coaching Positioning 52

SBI Growth

DECEMBER 7, 2017

Knowing that you will make your number quarter-after-quarter, and year-after-year starts with the talent of your team. If you get the talent equation. As a CEO, being able to hit your quarterly revenue projections predictably is paramount to your success.

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Sales Talent How To Revenue Sales 212

The Pipeline

JUNE 6, 2014

In 2007, fewer than 30 universities had recognized sales programs. In 2014, the number has grown to close to 100, evidence of the success of sales programs in educating the next generation of sales professionals. Students from sales programs average 2.8 Sales graduates report their career satisfaction at over 77%.

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Education Hiring Sales Talent Salary 314

The Center for Sales Strategy

JUNE 29, 2020

Due to the current economic situation, you have a unique opportunity to find new talent that would have otherwise been unapproachable. How do you find top sales talent? Where do you look for sales talent? Who should you add to your talent bank? Keep reading for the answers!

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Banking Sales Talent Sales Opportunity 133

Force Management

MAY 19, 2022

In this wave of mass resignations and global hiring, reduce hiring challenges and cost by narrowing your sales manager's focus. Define what the ideal sales talent candidate looks like for your organization so you can help your managers hire the right people for growth.

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Hiring Sales Talent How To Competition 137

Alice Heiman

AUGUST 13, 2024

How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs.

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Hiring Ideal Customer Profile Sales Talent Promotion 143

Force Management

JULY 14, 2021

Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool.

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Hiring Sales Talent Maximizer Competition 148

The Center for Sales Strategy

DECEMBER 22, 2022

We believe that talent + training + tactics = performance , and today we are bringing you a recap of the most popular blog posts we've published in 2022 on all things talent. Check out these top articles on sales talent from 2022 and let them kickstart your 2023 sales strategy.

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Sales Talent Education Sales Training 23

SBI Growth

JULY 14, 2014

Sales teams fall into one of two categories. Sales teams in this category have: Better sales talent. Sales Operations Strategy Gamification Sales Enablement Director of Sales Enablement' Category 1 is being ahead of the competition. More market share. A greater chance of success in each opportunity.

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Sales Talent Sales Operations Sales Enablement Competition 288

Force Management

JUNE 8, 2022

How can you own the talent management process to make your people your sales organization's biggest competitive advantage? In this era of mass resignations and global hiring, it's critical for sales leaders to take ownership of their talent management process. Your most important asset is your people.

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Sales Talent Hiring Microsoft Survey 141

SBI Growth

MAY 25, 2022

SBI wanted to help leaders assess the cost of sales rep turnover with greater accuracy and determine the best talent strategy for their businesses—build versus buy. We previously released a tool, the Turnover Calculator , which evaluates the total cost of replacing a sales rep with either an internal or external hire.

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Sales Talent Hiring Salary Tools 177

SBI Growth

SEPTEMBER 24, 2018

How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise. Read on for key inputs to your models and best practices to add to the consideration set in.

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Enterprise Enterprise Field Sales Sales Talent 224

The Pipeline

SEPTEMBER 8, 2014

There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. Most sales people know what they have to do, the challenge is getting them to do it.

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Hiring Sales Management Lead Rank Lead Scoring 296

The Center for Sales Strategy

NOVEMBER 7, 2022

If you're determined to grow your sales talent and, therefore, business profitability, you have even more work ahead of you. The good thing is that this article is the best way to get started when growing your sales team. Don't underestimate the value of a reliable and dedicated sales team, either.

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Sales Talent Hiring Margin Lead Rank 26

The Center for Sales Strategy

JULY 14, 2021

Have you ever heard music that was so brilliant, you couldn’t even carry on a conversation while listening? I had a friend in college who played like that. Her audiences would be nearly silent as she played, mesmerized by the sound, until her last note when they would go nuts!

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Sales Talent Conversion Sales 134

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.

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Hiring Sales Talent Sales 334

SBI Growth

FEBRUARY 1, 2023

Sales productivity is always a concern for CEOs and their go-to-market leadership teams. There's pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings versus growth, and owners and shareholders hungry for good news.

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Remedy Sales Talent Face-to-face Buyer 156

The Center for Sales Strategy

FEBRUARY 7, 2024

The good news: most of the sellers surveyed for the 5th Annual Media Sales Report knew what their sales talents were and how to put them to use. The bad news: 11% reported that they had NEVER received feedback on their sales talents. When projects come up, they may not know if those projects suit their talents.

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Sales Talent Survey Promotion Report 106

Anthony Cole Training

MARCH 25, 2020

If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.

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Sales Talent Hiring Sales Insurance 31

Anthony Cole Training

FEBRUARY 24, 2020

Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.

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Hiring Sales Talent Consumer Pipeline 290

SBI Growth

JULY 14, 2013

There’s no denying that in sales, talent is a key differentiator. The majority of your “A” players are talented. However, even the most talented will fail if they''re put in the wrong environment. Today’s post is about how Sales Ops can create conditions that enable success. Huddle Around A Sales Process.

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Territories Incentives Incentive Compensation 328

SBI Growth

AUGUST 16, 2013

In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales.

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Customer B2C Decision Maker Inside Sales 328

SBI Growth

NOVEMBER 12, 2013

Increasingly, companies are missing the number because they lack a formal sales strategy. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. As you plan for next year, a defined sales strategy is a must have. Signs of Trouble.

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Strategy Hiring Top of Funnel Margin 317

The Center for Sales Strategy

AUGUST 31, 2023

You finally built a great sales team! You did it! They are destroying their budgets, the team challenges each other but gets along beautifully and they are a delight to manage. And then… someone quits. Maybe more than one. What happened?! According to the US Bureau of Labor Statistics, as of May 31, 2023, there were 9.8

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Sales Talent LinkedIn Report Competition 139

SBI Growth

JUNE 24, 2013

Still, Sales backs over you at every opportunity! Isn’t it time sales took some responsibility? You’re fighting the classic finger pointing between sales and marketing. If the sales talent could evolve with the market; they would make the number. Do you think sales does anything with it? Why do I need them?

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Lead Gen Churn Lead Rank Lead Scoring 320

The Center for Sales Strategy

JULY 27, 2022

As a sales manager, your time is valuable, and managing your sales team tops the list of priorities. How much time and with whom you spend your time is critical to achieving sales goals. But where to start? Most of us spend time with those we think need the most attention, those not meeting goals.

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Sales Talent Retention Sales Goal Sales 116