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Key to Hire A Players – Use a Virtual Bench

Questions surface such as: Can we salvage the relationship with the rep and keep him/her from leaving? Is it too late for a counter offer? What will happen to their sales and customers? Will this affect our ability to make the number? Are they...

Refresh Your Sales Training Program to Retain A Players

The top reason good sales people leave an organization is their boss. A sub reason is that their boss doesn’t invest in their development. Providing simple sales training is easy.Developing asystematic approach to skill development is not. Training is your responsibility...

How CSO’s Are Moving B Players to A Players at Record Pace

Classification–The best CSO’s we know put a line in the sand; a ‘B’ player is somebody who can become an ‘A’ player in 18 months or less. They do not let their sales managers stray from this standard. Expectations— ‘A’ player...

Now Hiring: A Players please apply

Before youtry and evaluate potential hiresagainst a subjectively defined term, you must apply science and objectivity to its definition. The term ‘A’ Player was originally used by Dr. Brad Smart in his book, Topgrading. “It is one who qualifies among...

How ‘A’ Players Win Bigger Deals Consistently

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity. These tactics can include a comprehensive Deal Desk, a detailed Commercial Management Cadence,...

Attracting and Retaining A-Players in Today’s Market Conditions

A few months ago I wrote about unemployment which was then at an all-time low—how things have changed. A-Player sales reps, who are precious assets in any economic climate, are currently unsettled regardless of their reputations and legacies. The world...

Don’t Let Your A-Players Run the Coop—Retain Top Talent with World-Class Talent Programs

Unemployment is at record lows, and the job market for talent has never been hotter. Even the most seasoned Chief Human Resource Officers (CHROs) get anxious, knowing their top talent is prone to be poached. As part of our routine...

The Virtual Bench – Your Key to Staffing the Organization with ‘A’ Players

Today’s pursuit of talent is fierce. Attracting “A Players” is essential to the future of your organization. Many companies recognize that great A Players can be the answer to their revenue growth problems. More than ever before, companies must be...

The True Cost of Keeping “C” Players

Your C Players Are KILLING You We all know the signs of the obvious C Player in your sales group. The sales guy that couldn’t close door! Just painful for any sales leader. But the nonclosers are the obvious losers. What...

Sales Compensation: Get Your ‘C’ Players Jobs with Your Competitors

Recently, I’ve heard a lot of concerns about ensuring on target earnings (OTE) are in line with industry peers. Paying a competitive mix of base salary and variable is critical to attracting top sales talent. The problem is many companies don’t...
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