Blog

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

Track the Most Important Aspects of Your SaaS Sales Team’s Performance with These Essential KPIs

Data is power in the SaaS sales world. It’s really that simple.  “High performing sales teams (the top 24% of more than 2,900 sales professionals surveyed) are 1.5x more likely to base forecasts on data-driven insights,” explains Tiffani Bova of Salesforce. On the other hand, low performing sales teams are 1.7x more likely to base […]

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Published on Apr 5, 2021

Tips to Cut New Sales Rep Ramp Time by 50%

How Long Does it Take the Average Sales Rep to Reach Their Maximum Potential? Sales rep development can be both costly and time-consuming. Training alone costs an average of nearly $1,900 per salesperson for companies with less than 500 employees.  And when you factor in the time spent recruiting, onboarding, and ongoing development, it’s clear […]

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Published on Jan 28, 2021

How to Onboard New Salespeople 100% Virtually

Largely fueled by COVID-19, a growing number of companies are making the shift to a fully remote workforce. According to a recent Willis Towers Watson report, “Employers expect 19% of their workforce to be full-time employees working from home post-COVID-19” — nearly three times what it was in 2019 at just 7%. Just like with […]

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Published on Nov 9, 2020

An Employer’s Step-By-Step Guide to Developing a Sales Performance Improvement Plan

When a sales rep is noticeably underperforming, you have two choices.  1) Let them go and find a replacement, or 2) create a sales performance improvement plan (PIP) to help them get back on track.  Considering the average cost of hiring a new sales rep is about $15,000, plus $20,000 in training, choosing the latter […]

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Published on Jul 20, 2020

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