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3 Hiring Metrics Every VP Sales Needs to Know
Most sales VPs think they are doing just fine on sales hiring. “We’re able to find everyone we need.”… “I get what I need from HR.”…”Most of my reps are on plan.” That may be true, but tracking three...
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People to Performance – What worked before isn't working now?
We recently did an informal poll of about 50 VP Sales in our network and the numbers are showing more than 55% of reps across all of the teams are below target. In speaking with sales leaders about...
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Start the Quarter with a Bang!
Now the quarter is over, top sales teams are typically focused on two priorities – post mortem to learn from the completed quarter and kick-starting the new quarter. April 09 is no different except...
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Are All Sales Now "Complex" Sales?
While we usually only think of larger sized deals as “complex” sales, right now even the smallest purchases are going up to the CFO or senior management for approval, so in that sense all sales are...
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Four Reasons Why You Need a Selling System
Instead of hearing about Jon & Kate Plus 8 (seriously, can we please stop that nonsense!) here are some ideas on successfully managing sales. The best reps intuitively know the tactics that work...
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Rainmakers Don't Make a Sales Machine
We often hear business leaders say they wish they could hire some “rainmakers” to give sales a boost, but experience shows us that this kind of thinking doesn’t typically pay-off. Here’s why: 1. Rare –...
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Top Ten Sales Hiring Mistakes
We have been involved in thousands of sales hiring and recruiting projects. We are often called in to investigate and fixed failed hiring initiatives. Here in countdown order are the top 10 sales...
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10 Hot Points for 2010 Sales Goals (Requires 35 seconds to read)
This is the time of year most people think about goals (of course, our readers think about goals year round). Whether you make detailed sales plans or tend towards goals that fit on a napkin, make sure...
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7 Sales Trends in 2010 (Requires 43 seconds to read)
Sale Leaders on 2010 Sales Trends (art by Christophe Vorlet) At the end of last year, we conducted an informal poll with sales leaders in our network on what selling trends we can expect to see in...
View ArticleSet Big 2011 Goals Now!
This is the time of year sales leader are reflecting on this years performance and setting new annual goals. Whether you make detailed sales plans or tend towards goals that fit on a napkin, make sure...
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