Sales Management
Posted by Guest at 10:23 AM on 07/20
By:
Kevin Gaither
With all the talk about inside sales being more of a science than an art these days and with the growth of inside sales hiring vs. outside sales hiring, I’m surprised at how many companies don’t view their hiring process for inside salespeople in a strategic and process-oriented way. Let’s face it, you can have the best Sales 2.0 tools for your team and the best Lead Generation and Marketing Automation programs in place but if you put the wrong butts in the seat, it’s all for naught.
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Posted by Guest at 06:57 AM on 06/21
When we invited Dan Waldschmidt to do a guest blog, we knew we were going to get something in your face and a little outrageous (his blog is called Edgy Conversations, after all). What we didn’t count on was the level of agreement we’d have with him on the topic of hiring sales superstars. Though counterintuitive, Dan’s argument against hiring a top salesperson is dead on.
Guest Post by:
Dan Waldschmidt
We all want more revenue.
Whether you are selling internet servers in the Antarctic or pedal-cab rides in Sao Paulo, more money means the same thing -- less stress and more ways to spend the profits on bigger and bolder toys.
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Posted by Steve Richard at 12:34 PM on 05/26
When sales are slow or appointments are down, many sales leaders instantly start saying things like, “We have a rich comp plan in place and a differentiated service to sell, so why isn’t my team killing it?” Companies routinely fall down in one critical area: sales culture. Do you think you have a great inside sales culture? Prove it by reading the statements on this checklist and candidly grading your sales culture.
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Posted by Steve Richard at 02:06 PM on 03/24
By:
Steve Richard, Co-Founder and Head Sales Trainer
Today (within one hour) two people asked me, “How many inside sales reps are in the USA?” A coincidence of this type calls for a blog post. For your benefit I did a bunch of searching and a bunch of calling to experts. You know what I came up with? Great conversations, but nobody has a clue.
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Posted by Steve Richard at 02:28 PM on 11/19
By:
Steve Richard, Co-Founder & Head Sales Trainer
I recently made the executive decision to upgrade our sales
gong. The little ‘made in China’ trinket gong only gets you so far. After looking through about 8 pages of
eBay junk, I won this for $199.99. Just so happens the guy lives in Tonawanda, NY near my in-laws. They drove it down and, bingo, Vorsight has a new secret weapon.
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Posted by Steve Richard at 10:41 AM on 11/01
By:
Steve Richard, Co-Founder & Head Sales Trainer
Are you thinking about hiring a sales training company? Seeing ROI from sales training is like getting the most Home Runs from a power hitter in baseball. If I put my top slugger in the #9 spot in the lineup, he will not produce as many HRs as in the #4 spot. In the #4 spot he has more protection from good hitters around him and will get more at bats over the season. If I take my top slugger and trade him away to the team in last place, his performance will drop because he has no incentive to push harder. If I take my best hitter in terms of average and try to coach him to hit a lot more homeruns, he may hit a few more every year, but he will never hit as many as the top slugger. Why? You need to match the right talent to the right job, create the right environment for success, then train, manage, and coach that talent the right way. Fight DNA, and you will lose.
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Posted by Ingrid Freemyer at 07:56 AM on 08/10
After reading our article in the
Washington Post, Lanham, MD based PR and communications software juggernaut
Vocus invited us in to see how we could help them with
lead generation sales training. During the conversation, they told us about an interesting process that they use to ensure that each of their inside sales reps are equally fed intro sales meetings by the separate lead generation team. I asked them if I could share it with our community and they said OK. Here are the details:
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