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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...

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...

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,...

CRO Dave Wirta: Getting New Sales Reps Productive Quickly

Today’s topic is how to improve the efficiency of a sales team by getting new hires productive quickly. Joining us is a Chief Revenue Officer with one of the shortest times from new hire to full productivity that you’ll find...

Why Sales Reps Won’t Fight for a Higher Sales Price

“Why won’t my sales reps fight for an extra 1% on price? They’re paid on revenue!” Heads of Sales across industries ask the same, exasperated question. It certainly seems that interests are aligned. If reps are paid on revenue, then...

3 Ways Sales Management Can Coach and Develop Sales Reps

SBI conducts hundreds of field observations and interviews with sales reps and managers every quarter. We call these Day in the Life Of, or Dilos. There is amajor theme consistent across most sales forces: The Coaching and Developing of front...

The Truth Behind Why Your Best Sales Reps Leave

He made more money than your sales leader. He hit the top commission rate. Yet, he left. Why did you lose your top rep?Here’s a secret: It’s not all about the money. In the sports world, we often hear this...

Individual Development Plan Template for Sales Reps

Individual Development Plan Benefits: Track Individual Progress Incorporates the SMART methodology Actionable Output Measure the impact of skill development Download the individual development plan template...
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