Monday, November 28th, 2022
Four steps to talent heaven
1. UNDERSTAND SALES TALENT Sales isn’t for…
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…
Thursday, March 21st, 2019
Consultants suggest how to maximize the lifetime value of your sales force
A recent paper from consultants McKinsey & Co suggest that forward-looking sales leaders can use analytics to enhance performance management by using data to directly link talent management to increased financial value. Authors Eric Buesing, Alexander DiLeonardo, Maria Valdivieso De Uster and Ben Vonwiller suggest companies can apply similar techniques used to calculate long-term customer value to measuring the value…
Thursday, March 21st, 2019
Sales shame holding back the profession
Shame and stigma surrounding sales is a key contributor to poor UK productivity, according to a poll conducted by Censuswide. Nearly a third (31.1%) of UK managers believe that “sales shame” is negatively impacting their business growth, the survey of 1,000 managers found. In addition, more than a quarter (27%) of managers also believe that this sales shame is holding…
Friday, May 18th, 2018
Recruiting coachable salespeople
Can organisations understand how to recruit salespeople who are adaptable, coachable, and willing to embrace new learning? What makes a good salesperson? Arguably there are many characteristics and behaviours, and whilst some commentators pigeon-hole salespeople with simplistic titles to define their characters (Dixon and Adamson 2011), others take a different view and suggest that great salespeople demonstrate “differentiating mind-sets”, reflected…
Friday, January 29th, 2016
Accelerating the potential of new talent
Hiring and onboarding is an expensive and time-consuming process. It pays to get it right. The costs of recruitment are on the rise again, with an increase of around 50% from 24 months ago, according to the Chartered Institute of Personnel and Development; meanwhile, four out of five employers are saying that the competition for well-qualified talent has increased over…
Saturday, October 31st, 2015
HIRING IS KEY BUT AN ELUSIVE COMPETENCY
Average sales turnover across firms surveyed by…
Saturday, April 11th, 2015
Re-imagining the hiring process to support growth aspirations
As part of his SAP Masters programme, Paul Devlin is exploring how sales transformation can be implemented within his team and wider organisation. Here, he discusses how he has used reflection, “action research” and “appreciative inquiry” to enhance the sales recruitment process. Current situation I lead a sales team of 18. The SAP MENA teams and my annual growth…