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1-19 of 19 Results
Newsletter Article
Sunday, October 1, 2017
As a direct result of the sales transformation training, there has been an increase  in  pipeline  opportunities,  average deal sizes, number of deals won, size of wallet, as well as a...
Insights
Wednesday, September 27, 2017
Each year Selling Power identifies and ranks the top 50 companies to sell for among the top sales forces in the United States. To gather data, the Selling Power research team issues an...
Insights
Thursday, August 10, 2017
A recent online article by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer for Harvard Business Review contends that the proliferation of digital information and buying channels has...
Insights
Thursday, May 4, 2017
Most sales leaders I meet are looking to dramatically grow their sales force to meet ever-increasing revenue expectations in the face of tougher competition.  But they face four...
Books
Thursday, December 3, 2015
Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today’s sales profession and introduces the new ATD World-Class Sales...
Insights
Tuesday, November 24, 2015
Using personal assessments to hire salespeople isn’t a new practice by any means. But using them in the training context is a lesser-known—yet immensely powerful—method of taking the deep...
Insights
Thursday, October 1, 2015
Do you have a sales executive on your team that is always complaining about something? The sales quota is too high. The bonus is too low. The marketing strategy and positioning is not right...
Insights
Thursday, April 16, 2015
While education, industry certifications, and market knowledge are important benchmarks when in pursuit of an effective sales director, these candidate qualifications aren’t the shining...
Insights
Wednesday, April 1, 2015
With the economy showing signs of recovery, many companies are in the market to hire sales people. This struggle to recruit top sales talent has brought about the resurgence of a very old...
Insights
Tuesday, January 27, 2015
Amazon is notorious for having a challenging hiring process. In fact, Jeff Bezos, CEO of Amazon, once said “I’d rather interview 50 people and not hire anyone than hire the wrong person.” ...
Insights
Tuesday, October 21, 2014
What skills and qualifications do companies want a sales director exhibit? After analyzing 200 sales director job postings, Software Advice (a resource for people looking to buy sales...
Insights
Wednesday, August 13, 2014
There are lots of terms that get tossed around by sales forces, such as “sales process” and “sales coaching,” and many of these have very vague meanings. Another term that we frequently...
Insights
Friday, April 11, 2014
Blaire, a regional sales director, is struggling with Kirsten, her newest and seemingly most talented account executive. Rob, a director of sales at a large convention hotel, can’t hide his...
Insights
Monday, November 11, 2013
In hiring frontline sellers, organizations may flounder and fail when hiring practices are left up to a single department. Sales managers frequently take short cuts. Recruiters and HR...
Insights
Saturday, August 1, 2009
How do you fill the crucial sales talent gap? Sales recruiting should be a well-documented process for your organization. Potential salespeople must meet specific criteria, and there should...
1-19 of 19 Results