Categories: Talent Management
Often times, your best sales hires come from a group known as the 'not in play players'. A 'not in play player' is an individual who is currently employed at another organization, and may not be actively looking for a job. They may be the perfect addition to your team. If you can find them and engage them, then you could persuade them to join you. There are specific steps that you can follow to find and attract a "not in play player.' While these steps won’t ensure that you’ll always land the best candidate in the market, they will ensure that you’re improving your chances for success.
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Categories: Sales Coaching Tools | Talent Management
As a sales manager, one of the most important roles you play is that of a sales coach.You’re responsible for the ongoing development and success of your team. You coach your sales reps to success not just by reinforcing their quarterly numbers, but rather by helping to coach them in executing the processes to achieve the numbers. Even if you have had your own successful sales career, you may still find it difficult to coach others and mentor effectively. Here are five ways to become a better sales coach: 1. Know Your Team
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Categories: Talent Management
(This blog was originally posted on OpenView Sales Lab's blog. Read the original post here) As a sales manager at a startup or expansion-stage company, one of your most important responsibilities is developing and maintaining a healthy pipeline of incoming sales talent. Getting caught short-staffed at the wrong moment can be detrimental to your company’s momentum and growth. Worse, making a mistake and bringing on a single bad hire in a key position can set your company back by years.
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Categories: Talent Management
Every sales organization needs a buyer-driven sales methodology that arms sellers with knowledge and tools to effectively qualify, manage and close sales opportunities. The right sales process should encourage and equip your sales team for success. If sales organizations don’t get it right, their sales execution process can actually hinder sellers instead of enable them. Your sales execution process should follow an established blueprint for success. Execution may vary slightly, depending on your sales environment, buyers and remote vs in-person needs, but your benchmarks should remain the same.
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Categories: Talent Management
(This blog was originally posted on OpenView Sales Lab's blog. Read the original post here) When it comes to sales hiring, many managers may be basing their decisions too closely on how candidates have succeeded elsewhere, when they should be focusing on identifying strong indicators of success on their own teams. Past performance in a different context almost always comes with caveats. Managers are better off determining exactly what it takes to be successful at their own companies, isolating the individual competencies and behaviors of their own top performers, and then looking for those things in new candidates.
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Categories: Talent Management
For a top-performing sales organization to thrive, managers need a viable coaching strategy. Developing a process to attract and retain top sales talent is a critical component to lower turnover rates and improve your sales team’s bench strength. CSO Insights’ research repeatedly shows sales organizations struggle with developing processes that help them recruit and onboard top sales talent. In their most recent report more than half of sales organizations need to improve their ability to "consistently hire reps to succeed."
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