Pre-Hire Assessments – The Sales Manager’s Crystal Ball..

You need to hire a rep.  You’re under pressure. The territory is active and you’re filling the gap, but you’re not getting the results you need to fulfill numbers obligations. So, you begin a search.  After sifting through so many resumes your eyes are beginning to emit smoke, you invite a candidate to meet.

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The 5 Traits Sales Reps Must Possess to Survive a Sales Transformation

Is your sales organization poised to undergo a transformation? Maybe you’re moving from a product sale to a solution sale – which now calls for your sales reps to sell into the C-suite of the customer organization and rapidly forge new relationships. Or you might be running a sales organization that has long enjoyed the luxury of product superiority and must now, due to new competition, sell value to win the deal.

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How Sales Assessments Can Reveal Your Team’s Hidden Top Performers

Harvard Business Review found that sales managers often waste their time focusing attention on the wrong reps. Management chooses to “engage with poor reps because they feel they must in order to meet territory goals, and they work with their best reps because, well, it’s fun.” Unfortunately, these two populations that get the most management time are the least likely to be affected by sales coaching.

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How Game Play Data Can Help Sales Management Make Business Decisions

What would happen if you handed your salespeople a handbook on selling, or a computer screen full of text…would they read it through? What percentage of them would groan and roll their eyes? It’s not that people don’t enjoy learning. As humans we have an innate constant thirst for new information- it’s why we have a love affair with our smartphones.

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