How to Launch an Employee Referral Program Step-By-Step

There’s a ton of data out there that shows, when implemented correctly, employee referral programs can have a massive impact.  45% of salespeople that are referred from internal employees, for example, stay for over four years. By comparison, only 25% sourced from job boards hang around for 2+ years. Employee referrals also save companies over […]

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Published on Jun 28, 2021

High-Performing SaaS Sales Teams Are 2.3x More Likely to Use This Technique

A term you’ll hear me use a lot on this blog is trusted advisor. In our modern era, leads no longer respond to high-pressure sales tactics where reps aggressively push products on them.  It’s just not something most people will put up with. Rather, they respond positively when a rep assumes the role of trusted […]

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Published on Jun 21, 2021

Top Skills Sales Managers Assess Based on In-Depth Data

In my last post, I discussed that having the ability to close was the number one skill top sales managers assessed in salespeople. This was the most important metric for 70% of sales managers. And it’s easy to see why given how critical closing deals is to profitability and the overall success of a company.  […]

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Published on Jun 7, 2021

70% of Top Sales Managers Assess This Skill in Sales Candidates

Effectively gauging the skill set of salespeople is an absolute must when recruiting, as well as when analyzing the performance of existing reps. This is what allows you to assemble an A+ team, get the most from your leads, and inevitably maximize revenue.  But with so many different factors, what exactly do you focus on? […]

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Published on May 24, 2021

Use This Tool to Accelerate New SaaS Salesperson Ramp Time By 20-50%

I talk about SaaS sales rep onboarding a lot for one simple reason. It’s insanely important.  Research has found that effective onboarding can increase your win rate by 15% and quota achievement by 14%. Further, leading SaaS companies with A+ onboarding practices experience 39% higher employee engagement, which not only translates into much better performance […]

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Published on May 17, 2021

6 Red Flags to Look Out for When Screening Sales Reps

Screening sales reps isn’t easy, and 74% of SaaS companies have said they’ve made a wrong hire at some point. While there’s no magic bullet that ensures you’ll pick the right sales rep every single time, there are some concrete steps you can take to get close.  One of those is simply knowing which red […]

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Published on May 10, 2021

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