Monday, November 28th, 2022
Hiring salespeople with talent
Why an evidence-based approach is the route to a successful sales hire. Finding and recruiting the right salespeople is perhaps the most important role for any sales manager or leader. Hiring the wrong person – or at the other end of the scale, failing to fill the position at all – is costly in so many ways. The wasted recruitment…
Monday, November 9th, 2020
Mind the (skills) gap!
Article summary Finding the time for training and development while meeting customer needs (and achieving bottom line results) is a universal struggle faced by nearly all sales executives. The struggle is especially real for those in the highly competitive IT industry, where rapid strategic and industry change require ever-increasing time and effort to stay “in-the-know”. SAP’s Sales Coaching Team has…
Thursday, May 17th, 2018
Insight into sales talent: the power of big data
Sales talent analytics can drive competitive advantage and unlock new sources of corporate wealth. Pretty much everyone these days has heard of “big data”, but how many firms are actually using it to unlock new sources of corporate wealth in connection with their talent? Let’s start at the beginning: what is big data? Google defines it as: “Extremely large data…
Saturday, January 30th, 2016
Sales managers’ skills, critical reasoning and motivators around the globe
Continuing from the review of sales manager behaviours by region in the previous edition of the Journal, this time we are looking at regional variations in skills, critical reasoning and motivators (what motivates the individual sales manager) across the same group of sales managers. Data published in edition 1.3 (October 2015) indicated that sales managers in China were behaviourally less…