How to Build a Foundational Sales Playbook

By |2018-10-21T15:17:20+00:00August 22nd, 2018|

An old and all-too-common story When leaders build or rebuild sales teams, they often move quickly to hire the best individual contributors available and allow each to leverage their own skills and experiences to find success. These leaders take a hands-off approach, essentially providing new hires little more than a comp-plan, a territory, [...]

10 Ways to Transform your Sales Recruiting Process

By |2018-10-14T16:24:47+00:00April 13th, 2018|

A Modern Approach to Hiring and Retaining Top Sales Performers – PART TWO: 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 [...]

10 Questions to Answer Before Kicking-Off Your Sales Recruiting Process

By |2018-10-21T15:25:11+00:00January 31st, 2018|

A Modern Approach to Hiring and Retaining Top Sales Performers – PART ONE: 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 [...]