Last year, Harvard Business Review estimated the turnover in salespeople to be around 27%. In an industry that’s seeing almost double the turnover rate than the overall labor force, it’s essential for managers and leaders to not only know how to recruit great talent that’s an excellent fit for your team, but also how to retain sales talent and improve their performance over the years.
Craig Jones, on April 30, 2018
If you want elite sales performance from your new hire, have an elite onboarding process.
You breathed that sigh of relief after you received a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation. You expect elite performance from them, but it is not guaranteed.
Kurt Sima, on April 25, 2018
The 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team!
Beth Sunshine, on April 17, 2018
The Tour of Duty FrameworkThere are so many young people out there with innate talent and tremendous potential… but zero sales experience.
Beth Sunshine, on March 13, 2018
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Recruiting and hiring top talent is a tall order! But it is critical for success in a sales organization.
Kurt Sima, on February 26, 2018
Sales managers in the media space are faced with the challenge of hiring sellers who sell integrated solutions. No longer is hiring a one trick pony—a master negotiator who secures large shares of available opportunities—the recruitment and selection gold standard. Hiring great negotiators who can also develop business by selling integrated solutions is now standard operating procedure.
Mindy Murphy, on February 19, 2018
Superstar salespeople have a unique combination of talents that lead to excellence, and this combination of talents is very rare. It can be tough to find the people with all of the right "stuff" who have the potential for greatness.
Beth Sunshine, on February 12, 2018
Beth Sunshine, on January 25, 2018
Here it is, the beginning of another new year and the perfect time to make sure you are setting yourself up for success in 2018. If you manage people, one of the best ways you can do this is to ensure that you have a strong talent bank — even if you do not plan on making a single hire.
A strong talent bank allows you to set the bar high for your team, hold people accountable to meeting expectations, and move forward without missing a beat if one of your people chooses to leave.
Emily Estey, on November 9, 2017
I was on the phone with a client the other day who was really struggling with many open seats across his sales teams. He mentioned that his company had tried many different things to entice potential employees, but nothing seemed to be working.
I asked how full the talent bank was and he said, "running on empty." I suggested that he think of recruiting just like prospecting. It’s something that has to constantly be done, time dedicated each week. We tell our salespeople all the time that prospecting for clients is the only way to garner new business.
The same goes for managers. Prospecting for employees is also vital to new business development.
