Categories: Sales Qualification | Talent Management
Very often in our engagements, our customers ask us to comment on their people. They ask questions like, “What do you think of our people?” and “Do you think we have the right people?” These are very common questions. Before I answer these questions about anybody’s people, I like to dig in a little further. I always ask them to tell me, “How do you define success in this or that role?”. It's amazing how many people struggle to give me a measurable answer to this question. A lot of people tell me things like, “They have to be smart”; “They have to have grit”; and my all-time favorite, “They have to have it".
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Categories: Sales Leadership | Sales Messaging | Talent Management
There is a sales motion in every organization that drives sales productivity and ultimately, accelerated revenue growth. When you see companies that are outpacing their competition, it’s because they’ve defined a consistent sales motion and have aligned their functional areas behind it.
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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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