How to Retain Your Top Performing Sales Reps

According to CSO Insights, turnover among sales reps is 25.5%, nearly double the national average across all industries. With top talent comes a flight risk, but the risk of losing top performing salespeople is especially high, since in general, they tend to be independent self-starters who have trouble sitting still for too long. Your high performers are your organization’s most valuable resource—so it pays to make sure they are satisfied with their positions, engaged, and motivated to grow with you for the long-run. Here are 4 tips for getting your top performing sales reps to stick around. 1. Help Them…

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How to Build a Best-In-Class Sales Recruitment Strategy

According to the Harvard Business Review, a high performer can deliver 400% more productivity than the average performer. Using that math, the simple equation to growing your business would be to focus your efforts on talent selection, and only let top performers into your sales organization. In order to do that, you need to have a solid recruitment strategy that aligns to your sales strategy, and ensure that it’s endorsed by senior leadership. Follow these four fundamentals for building a best-in-class sales recruitment strategy. 1. Create a talent seeking mindset within your organization In their book “The War for Talent,”…

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Talent Selection vs Talent Development: Where Should You Be Focusing Your Efforts?

“Development can help great people be even better–but if I had a dollar to spend, I’d spend 70 cents getting the right person in the door.”—Paul Russell As sales leaders, we know that a business can’t grow without great people, and yet many companies don’t place enough emphasis on designing and executing a rigorous selection process. Training and Development programs are vital to refining the talent you already have, but companies that hire smart know that spending more time up front finding the right person is far more efficient than training the wrong one. Before you invest in developing your…

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Succession Planning: How to Backfill with Good Talent

Sales success hinges on having the right talent in the right roles. But since every marketplace will grow and shift—most often unexpectedly—it’s important to make succession planning a priority to guarantee that you have the right people on hand when a position needs to be filled. To avoid scrambling for a quick replacement, sales leaders should work to instill a “talent mindset” within their organization. That means continuously identifying and developing an internal talent pool of promotable employees. Follow these 4 tips to improve your bench strength and backfill your key positions with top talent. 1. Map your talent management…

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Why Current Top Performers May Not Be Future Top Performers

What kind of reaction would you get from your sales team if you incentivized hitting their next target with a brand new iPhone 1? Crickets, most likely. That’s because the technology that was cutting edge in 2007 no longer feels relevant today. In the same sense, what defines top performance on your sales team now will never be equal to what defines top performance in the future—at least it shouldn’t be if you’re motivated towards growth and improvement. Sales leaders should always be striving to improve the effectiveness of their sales team, and that includes continually evaluating what makes a…

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The Year in Review: Finding and Keeping Top Talent

A sales team’s success is determined by the strength of its players, so it’s clearly worth investing the time and resources to build and grow a team of high performers. The key to sourcing top talent—and keeping it—is figuring out exactly what your open position requires for success, and selecting a candidate that’s naturally wired for those requirements. You’ll want to start the New Year out by having the right people in the right positions, and that’s why we’ve gathered up our top talent management posts from 2015. Get tips on sales interviewing, finding the best fit for the role,…

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Build a Top Performing Sales Team in 2016

Great sales teams don’t just happen. They are carefully built… Sales is the heartbeat of your organization and it’s important to invest in the right people. Hiring mistakes can cost you missed sales opportunities and management time in addition to salary and administrative expenses. The key to building an all-star team in 2016 is having the right people in the right positions, doing the work they were naturally wired for. Here’s how to go about doing that: Benchmark your positions, not your top performers Ideal sales competency models are commonly developed with A-players in the same role in mind, but…

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Why “Top Talent” Doesn’t Necessarily Mean “Top Dollar”

Every organization wants to fill their teams with “top talent” and a quick stroll through the internet will reveal that this buzzword is on the top of their minds. Naturally, we want to find and hire the best people, but what does “top talent” really mean? The word itself conjures up images of ivy-league educated, technical experts that have years of experience under their belt with a resume that no hiring manager would ever let slip through the cracks. This description tends to exude an air of expensive, but in reality, “top talent” doesn’t necessarily equate to “top dollar.” The…

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4 Tips for Maximizing the Sales Hiring Process

Selecting the best individuals to represent your sales team is crucial to the success of your organization—that is a given. The steps it takes to find that perfect match are where many people struggle. The sales hiring process can be a long and challenging one, but its importance cannot be overstated. Grant this opportunity to grow your team the attention it deserves, and keep in mind these 4 tips for maximizing the sales hiring process: 1. Determine Exactly What the Sales Position Requires Before You Begin Your Search, Not After This seems so fundamental, yet we’ve seen many clients make…

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The World’s Longest List of Sales Interview Questions

The single biggest challenge in hiring salespeople is one that is both logical and emotional in nature. The logical part of the challenge is that having someone in place is better than having no one at all. This is a false position to take, however, when you take a look at what a bad sales hire can cost you: Wasted leads and lost opportunities Customer and prospect alienation Loss of goodwill in the marketplace Poor image and reputation Morale problems caused for other salespeople Lost time and energy in hiring, training and retaining Delivery and customer service problems Picking up…

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How to Reduce Time Screening Sales Candidates

Hiring new sales reps can be a long and difficult process. First, you have to sort through piles of resumes. From there, you need to conduct endless interviews. And every step of the way, you need to wade through a barrage of unqualified, uninterested, or otherwise unsuitable candidates before finding the few that might work. If you’re searching for a way to reduce time screening sales candidates, look no further.  Here a few rules of thumb: Make Them Work Include some comprehensive and potentially time-consuming task in the initial application process: rigorous requirements for references, some information or documentation that…

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How to Reengage Senior Sales Reps Who’ve Lost Their Fight

In the movie Glengarry Glen Ross, Jack Lemmon plays an aging sales rep. Once a superstar within the company, he now struggles with his pitches, can’t seem to get potential clients interested in what he has to say, and, ultimately. can’t make sales nearly as well as he used to. This problem is sadly a common issue in the real world as well. Senior sales reps who have been with the company a long time can lose their edge, just going through the motions instead of working hard to stay current with their skill set. Many times, it’s not a…

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When To Fire Your Top Salesperson

The primary goal of most organizations is to drive revenue and profit. So any salesperson that knows how to do that, and do it well, is an important part of the team. True, top salespeople may give you problems sometimes, but they’re also doing exactly what you want.

It’s worth putting up with a few personality “quirks” to bring in more revenue, right? Well, not always…

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Sales Culture Shift: Should You Replace Your Entire Sales Team?

Your company is in the midst of a major sales culture shift. You’re overhauling your entire approach to how you sell your products and services and putting the focus on the customers and their experience, rather than on your company.

You’ve changed your strategy, your tactics, you’ve changed your policies, and you’ve even changed your training program. Everything is going well.

Just one question remains. Should you replace your entire sales team?

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7 Ways to Evaluate the Sales Hiring Process

Our research tells us that only 41% of senior sales leaders have confidence in their organization’s ability to attract, hire and retain top sales performers, yet many front-line hiring managers rush to fill open sales positions.

To make sure the sales hiring process inside of your organization ensures you only hire top-performers, senior execs must provide a multistep roadmap for hiring…and hold managers accountable to it.

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Guaranteeing You Have Top Performers On Board: The 3 Best Interview Questions To Ask Sales Candidates

Identifying, interviewing and hiring the right salespeople is one of the most difficult elements of a sales manager’s job.

One of the easiest ways to separate the poor sales performers from the good ones is to ask the right questions during their initial interview. Solid, proven interview questions to ask sales candidates will help you understand what kind of person they are and how well they will fit into your company’s culture.

Asking these three questions will help you be certain that you only hire top performers.

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6 Problems Caused By High Sales Turnover

Turnover in a sales force is normal and to be expected. Zero turnover is bad but if you’re experiencing exorbitantly high sales turnover, it’s even worse.

Sales organizations, like any other organization made up of human beings, will experience personnel change. With people changing not only jobs, but entire careers multiple times in their lives, this is to be accepted, anticipated and factored into the equation. Too radical a situation at either end of the spectrum is a real cause for concern.

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12 Reasons For High Turnover In The Sales Department

Salespeople must be hired with caution, launched with clarity and the under-performing ones replaced with dispatch.

The essence of this rule lies in the speed of hiring and the speed of firing. They both need to move at their own proper speed. The correct speed? Hire more slowly and fire more quickly. The real-world? Sales organizations hire too fast and fire too slow. They have the whole thing backwards. The inevitable outcome? High turnover in the sales department.

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Where are the Good Salespeople? 12 Questions to Ask

The other day, I was in a meeting where someone was remarking about how difficult it is to find “good salespeople.” She was expressing frustration because she’s hired salespeople who look good during the hiring process, but quickly fail in her environment. Of course, my first inclination was to introduce her to our sales assessments, but I stopped myself because her issue goes beyond screening candidates. It’s a common question that’s rarely answered directly: Where are the good salespeople? The reason people don’t have a good answer is because it’s difficult to say what makes “good salespeople.” First, it’s tough to…

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How to Hire a Salesperson if You’ve Never Done It Before

If you’re not used to it, hiring salespeople can be a daunting task. Bad ones can sometimes do a pretty good job of slipping past a hiring managers. Salespeople — even if they’re terrible — are uniquely positioned to “sell” themselves to interviewers. Separating the strong candidates from the weak ones isn’t quite as simple as just asking the “right” questions. Instead, you have to dig deeper. Here are a handful of ideas… Interview former customers. When you’re checking references, don’t stop with managers or coworkers, ask to speak to satisfied clients. They’re the ones whose impressions count the most. Check W2s….

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