The Situation A medium-sized software company was experiencing eroding market share, tougher competition, and slipping value proposition. The company had invested heavily in a wide range of sales training, including courses on; sales tactics, major-account planning, and how to talk…
Case Study #2: Doing Whatever It Takes
The Situation We were referred to work with a division Vice President at a large communications company. The division had missed its quota for the last eight quarters and was under pressure to turn things around. Analysis We took a…
Posted in Sales Case Study
Case Study #1: The Wrong Sales Process
The Situation A professional services company had a handful of junior sales reps, all of whom missed their numbers. The CEO was frustrated because his company used a strong direct-mail program, which produced a very high call-in rate. Nevertheless, the…
Posted in Sales Case Study
6 Reasons Companies Fail to Hire Top Salespeople
If you hire the wrong salesperson, it’s going to cost you a lot. Research shows that high-tech companies lose as much as $2 million+ per year on a bad sales-hire. Even in a market flooded with candidates, if you fail…
Posted in Hiring Salespeople
5 Reasons to Hire Top Salespeople in a Slow Market
Look to Hire Top Salespeople When the Market is Slow to Win Market Share Many companies make the mistake of waiting for a down market to rebound before they seek out top salespeople. If you wait for the right moment,…
Posted in Hiring Salespeople
To Hire A-Players: Ignore Your Gut When Hiring Salespeople
You’ll rocket to higher sales with a team chock-full of A-players. If you rely on gut instinct, you will never land the sales team you want. For higher sales growth, you need the right process for hiring salespeople. Gut instinct…
Posted in Hiring Salespeople
Why Companies Fail to Hire Top Salespeople: Four Reasons
The Top Four Reasons Companies FAIL in Hiring Top Salespeople Companies cannot max growth and revenue when they consistently hire mediocre salespeople, sales managers, and sales VPs. Hiring top sales talent should be a company’s highest priority. Yet, across all…
10 Signs Your Process for Hiring Salespeople is Broken
Is the process for hiring new salespeople working for you? If it is not, you’re not alone. Many employers and sales job candidates think the process for hiring salespeople is broken. Even though companies spend a lot to recruit, hire,…
Sales Force Effectiveness (SFE)
What is sales force effectiveness? Sales force effectiveness is in the eye of the beholder. An effective sales process for one company will not necessarily be the right one for another firm. To determine your SFE targets, you should define…
Posted in Sales Strategy & Tactics
Infographic: How to Hire Salespeople in Tight Job Market
Adjust Your Hiring Process in a Tight Job Market General market and industry conditions can make it easier or harder to source new sales candidates. When the overall job market is tight (more jobs than applicants), it is harder to…