recruiting & onboarding

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Why Hiring Salespeople is a Unique Challenge for Your Company

By |2019-02-28T22:02:47-05:00January 19th, 2019|

According to HBR, annual sales turnover is at an all-time high of 27% – twice the turnover rate of the entire American labor force. Other estimates place sales turnover in the 30%-40% range.    Regardless of the figure itself, the fact remains that most companies experience higher rates of success when filling non-sales positions [...]

Hiring and Retaining Top Sales Performers – Part Three

By |2020-01-20T09:55:41-05:00May 6th, 2018|

Congratulations!  Your recruiting process has produced a new and ideal addition to your sales team. Whether you’ve hired an Elite-A player, an A player or a B player, the next step is plugging them into a thoughtful and effective onboarding program to ensure their retention and high performance. Ultimately, your onboarding initiative should be [...]

Hiring and Retaining Top Sales Performers – Part Two

By |2019-02-28T21:47:58-05:00April 13th, 2018|

Every marginal salesperson you add to your sales organization makes your business weaker. Think about it: an underperformer robs you of the opportunity to have a top performer in their place. It’s like an eagle plucking feathers from its own wings as it tries to gain altitude. The goal of a successful sales recruiting [...]

Hiring and Retaining Top Sales Performers – Part One

By |2019-02-28T21:47:22-05:00January 31st, 2018|

Would you be surprised to learn that of all B2B salespeople, only about one quarter have the ability to contribute to their employer’s growth? Statistically, only 26% of all B2B salespeople have the sales DNA and skills to make them worthy of an interview to join your sales organization. Of those candidates, only about [...]