Blog

How to Avoid Costly Sales Rep Hiring Mistakes

Hiring salespeople is typically among a company’s largest budget items, and the cost of a bad hire is immense. The average cost of a bad sales hire is more than $115,000, while the cost of a bad sales management hire can reach as high as $3.5 million, as outlined in our recent blog post on […]

Published on May 26, 2020

Better Sales Coaching Creates Measurable Results

Good sales coaching can raise sales percentiles as much as 49% - yet more than half of sales managers are not good coaches. Our experts explain how to improve your sales coaching skills.

Published on May 11, 2020

3 Keys to Boosting the Productivity of Remote Sales Teams

One of the biggest complaints we’re seeing from clients in the middle of this global pandemic is that the myriad interruptions to business operations are disrupting sales momentum. While day-to-day sales activities may be continuing, progress toward sales goals is often stalling. But for savvy sales leaders, the global quarantine lockdown does not have to […]

Published on Apr 16, 2020

Keeping Your Reps Sharp With Virtual Sales Training

As we’ve pointed out in previous blog posts, experienced sales leaders know that the best way to improve your win rate is to improve your reps’ effectiveness. Increasing sales activity is one piece of the puzzle, but it must be combined with greater effectiveness to be successful. Your single greatest tool for increasing your reps’ effectiveness […]

Published on Apr 15, 2020

How to Connect with Key Prospects

Connecting with decision makers is always a core challenge for sales professionals. In an uncertain environment, like the one we’re currently experiencing with the coronavirus pandemic, connecting with prospects can become even more difficult – and even more important for your bottom line. Establishing a meaningful connection with prospects is a critical first step towards […]

Published on Apr 8, 2020

5 Ways Sales Teams Can Thrive During Challenging Times

As we’re all rapidly discovering, there’s nothing like a global pandemic to shift the way the world does business. The spread of the coronavirus has forced companies at all levels to implement changes they may not have wanted, and few were prepared to take on – at least on this kind of scale. Many organizations […]

Published on Mar 24, 2020

Resources

Strategies and tools to help you recruit, onboard, and develop top sales talent