3 Questions to Ask Yourself Before Hiring Your Next Outstanding Sales Person
I’ve been asked countless times by many organizations, “How do I hire high-performing sales employees?” How many times have you been excited for a new hire to join your team and have only been disappointed by his or her mediocre results? Sales is a challenging yet exciting business many professionals thrive in. There is also […]
Is Your Sales Compensation Plan Helping or Hurting?
Sales compensation details vary from company to company, as they should. However, every plan shows the same four general tell-tale signs that it isn’t working: murky clarity, no job description, top performers leaving and quotas not managed well. Spot these red flags and you can make the correction before the plan passes the point of no […]
Creating Sales Training: 17 Questions To Ask Before You Start
Sales training strategy checklist of questions for creating a customized program template: What are the issues your product or service was created to solve? What is different about your product? What markets need the solution(s) you provide? What are the types of clients in that market who need your solution? Editor’s note: This post was […]
Outsourcing Inside Sales vs Direct Hires
Outsourcing inside sales vs direct hires: Carefully evaluate the pros and cons of outsourcing inside sales vs a direct hire. Both options have benefits and downsides. Choose the route that best suits your organization’s goals. Are you panicking right now? You’re not hitting your sales goals and you have no idea how to fix it. […]
6 Mandatory KPIs for Sales Team
KPIs for sales teams: Conversion of leads to qualified opportunities Conversion rate from one stage to the next Time to move from one stage to the next Number of opportunities by stage in the sales process Close rate on opportunities Performance to goal Do you know how your sales team is performing? An organization can […]
Sales Growth: How to Get Your Company Back on Track (Case Study)
It’s okay to need help. Don’t give up on your struggling business, without giving it a fighting chance to recover. You can learn from this story of a 12-year-old, $1.7 million, a privately held organization that was on the brink of disaster. The company didn’t give up, even though the situation seemed bleak. With our […]
Outreach Review: An Up-Close Look at the Leading Sales Acceleration Software
Outreach review: Pros Schedule emails in advance. Organization of follow-up tasks. Tracks email opens and clicks. Cons Personalization is difficult. Complicated for brand-new users to get acclimated. No differentiation between Phone Opt-Out and Email Opt-Out. Anything that makes your life easier is great. If it simplifies things AND gives your sales and revenue a boost? […]
From Declining Sales to Sales Growth: How to Turn Your Situation Around (Case Study)
The owner was discouraged. His manufacturing company had been in business for 18 years but with slow, ever-declining sales, the outlook was dim. He added a sales manager, hoping that would be the key to long-term, forecastable growth. But things remained stagnant. The owner tried implementing processes for operations and understood that the same was needed […]