Recruitment & Selection | Managing Performance

By: Norman Behar
March 22nd, 2023

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team.  Focus on these five factors to increase your odds of success with new sales hires. 

Recruitment & Selection

By: David Jacoby
March 20th, 2023

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based on industry experience or hire the “best athlete” (someone with limited industry experience and exceptional selling skills). Use the following tips to find the right person for the job. 

Sales Management | Recruitment & Selection

By: David Jacoby
December 19th, 2022

What’s the economic outlook for next year? Rising interest rates? Inflation? Recession? Answer: No one knows for sure. However, one thing you can count on is that you will need to hire new salespeople next year, irrespective of national economic conditions.

Sales Management | Recruitment & Selection | Sales Training | Sales Leadership

By: David Jacoby
October 18th, 2022

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger deals, and boost productivity. A well-designed sales training program gives your team the skills, tools, and techniques they need to become top performers. And for most sales leaders, driving topline performance is more than enough justification to invest in training. But sales training can also provide your organization with hidden benefits.

Sales Management | Recruitment & Selection | Managing Performance

By: Ray Makela
February 22nd, 2022

What is the most expensive decision you can make as a frontline sales manager? Hands down, it's deciding who you'll bring onto your team as your next sales hire. Let's take the time to figure out what the cost per hire could look like.

Recruitment & Selection | Sales Leadership

By: Ray Makela
February 11th, 2022

The great Resignation. Realignment. Reshuffling. Whatever you call it there is a lot of movement in sales organizations these days. Attracting and retaining talent is top of mind for most sales leaders we’ve talked to in 2022. One great source for sales talent hiring is new and recent college graduates: inexperienced, but bright and highly trainable. They represent the next generation of sales talent that will be entering the workforce.