Posts Tagged ‘Sales Leadership’
7 Sales Hiring Questions to Identify Top Talent
Free eBook: Data-Driven Hiring Learn how predictive statistics and data can help you hire the best sales reps. Get the free eBook Domo President Chris Harrington has seen and heard it all in his 25+ years in sales leadership. He’s been sucked in by stellar resumes and smooth-talking salespeople who later turned out to be…
Read MoreRemoving Sales Obstacles: 4 Essential Steps for Sales Leadership and Career Growth
Ganesha is one of the best-known Hindu deities. He is the patron of arts and sciences, and the deva of intellect and wisdom. However, he is most commonly recognized as a remover of obstacles and is honored at the start of rituals and ceremonies. I didn’t know any of this until a couple of weeks ago. My…
Read MoreShould Business Development Report to Marketing? [Part 1 of 4]
Free eBook: How to Build a World-Class Sales Development Team Discover how to recruit, hire, compensate and coach a sales development team that will increase lead conversion rates and lower total sales costs. Get the free eBook One of the questions I’m frequently asked is, “Where does the business development team fit in my organization?”…
Read MoreStan Slap, Marcus Sheridan, Kraig Kleeman & More to Speak at Sales Acceleration Summit
XANT’s Sales Acceleration Summit is the world’s largest virtual summit for sales and marketing leaders. Last year’s event attracted 20,000+ registrants, representing 11,000+ companies and 50 percent of the Fortune 500. On May 7, you’ll gain access to 80-100 speaking sessions and learn how to accelerate your revenue from the best of the best in…
Read MoreThe Science of Sales Hiring: How to Predict Sales Success
When you’re hiring sales reps, how do you evaluate crucial attributes like ambition and resilience? Traditionally, sales managers consider a candidate’s track record, such as experience, education and GPA. But this standard resume information is not a reliable indicator of future success because it doesn’t measure a person’s internal drive or ability to overcome adversity.…
Read MoreHow to Improve Your Sales Performance With Systems Thinking
Systems thinking at XANT is a process of understanding how systems behave, interact with their environments, and influence each other. A system is composed of parts generally identified as people, processes and technologies. Systems receive inputs and transform them into outputs for other systems in the larger environment. A system must contain all of the…
Read MoreWhat Your Buyers Really Want From Your Sales Reps
You’ve seen the statistics. You know that your customers complete nearly 60 percent of the buying decision before they call you. It’s no secret that your buyers use the Internet to educate themselves like never before. So, how does this change your sales approach? Matt Dixon, co-author of “The Challenger Sale,” has researched B2B buying…
Read More3 LinkedIn Warning Signs Your Star Salesperson Will Walk
How many of your sales reps hope to find a new job this year? That might seem like an odd thing to ask right now, as you’re getting ready to pursue aggressive sales goals. But the research shows that plenty of American workers are on the prowl.
Read More3 Rules for Hiring Truly Driven Salespeople
How often do you hire sales reps who don’t live up to expectations? A typical sales leader gets hiring right about 50 percent of the time. So, only 1 out of 2 reps you hire will turn out to be good. You can actually place a dollar amount on your mistakes. It probably falls somewhere…
Read MoreInside Sales Rep Management Techniques: How to Protect Star Performers
Within every company there are always a few standouts that would be classified as ‘stars.’ Because of their consistent high performance, they are highly visible and everyone knows them. It’s these types of employees that we spend all our time recruiting. In my upcoming research paper, “Catching Falling Stars: A Human Resource Response to Social…
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