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Strategy
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Hiring Additional Sales Reps is Not the Only Way to Make Your Number in 2019

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan. You revisit a familiar framework that has always proved helpful in the past- People, Process,...

Are You Paying Your Hunter Sales Reps for Deals They Already Won?

In my experience, hunters will do anything for a buck. Why then, would you pay them to shoot fish in a barrel? Whether you’re an established player entering a new market or a new entrant into an established market, your commercial...

Top Sales Rep Satisfaction Index

Download the Top Sales Rep Satisfaction Index. Key Benefits: Evaluate various sales advantages. Discover what a top sales rep wants. Calculate a “Total Satisfaction Index.” Fill out the form below to download the Top Sales Rep Satisfaction Index....

Why Top Sales Reps Will Be Unemployed In 2 Years

The Problem: The buying environment has dramatically changed. Most sales forces, however, have failed to adapt – especially at the Rep level. It may be 2 years, it may be 5 before they are unemployed. It will be because of...

Sales Management: Four Ways to ‘Pull the Plug’ on a Sales Rep

When sales managers are preparing to fire someone, they typically rely on a Human Resources person to help them prepare for the actual event, document all actions and decrease the chance of the person being fired to legally challenge their...

The 13 Symptoms of Sales Rep Obsolescence

Download the The 13 Symptoms of Sales Rep Obsolescence. Key Benefits: Identify red flags in your Sales Reps. Aids sales personnel by showing indicators of obsolescence. Provides 13 symptoms, along with two different personas as concrete examples. Fill out the form below to...

10 Causes of High Sales Rep Turnover – Which One Is Yours?

By now you know some of the sales people that won’t be with you next year. But, which of your A-Players are planning to leave after they get their bonus? This post gives you some factors that may predict the...

Individual Sales Rep Competency Chart

Download the Individual Sales Rep Competency Chart template to utilize a Moneyballing strategy! Key Benefits: Over 50 competencies to assess Spot weaknesses Benchmark against ‘A’ Players Fill out the form below to download the tool....

Will Adding More Sales Reps Help You Make Your Number?

There are two scenarios when sales headcount planning usually comes into the picture. First, is a quota increase, and the second is a mid-year adjustment to avoid missing the number. Adding headcount is considered to resolve each scenario.To access emerging...

Should You Hire Sales Reps Only From Your Industry?

The trend over the last 20 years is to hire sales reps from your industry. Most VPs feel if they do this their ramp time is quicker. The hire can be more productive in a shorter amount of time. Furthermore,...
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