May 22, 2020 –
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...MORE >
February 14, 2019 –
HR leaders work for months creating Talent Programs that target sales and marketing employees. There is substantial pressure on making sure that the spend is worth the efforts. The programs have been meticulously created, the work has been done and...MORE >
February 5, 2019 –
“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” – Jack Welch
As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources...MORE >
January 17, 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,...MORE >
December 7, 2018 –
High-potential employees comprise the next generation of leaders within your company. As you look toward succession planning or assigning resources to key strategic initiatives, the pool of high-potential employees is where most companies look to for resources who can solve...MORE >
December 1, 2018 –
Joining us on SBI’s Fast Frame of the Week is Curt Redden, the Global Director of Talent Development for UPS Capital.
If you’d prefer to listen to the podcast version, click here.
The impact of EX on sales, marketing, customer success,...MORE >
November 23, 2018 –
It’s upon us. 10,000 baby boomers are turning sixty-five a day. What does this mean? A massive shift in the work force. It also means a changing of the guard in the ranks of sales and marketing senior management (all...MORE >
November 21, 2018 –
Despite your best efforts, you will lose reps. When “A” players depart, it feels like a brutal gut punch. However, when combined with a parallel body blow — a major increase in next year’s revenue number from the CEO — the result...MORE >
November 16, 2018 –
Salespeople are hard to attract and retain.
Without a solid sales team, your revenue will not grow — so the ever-present question remains: “how do you get the right people in place and keep the competition from stealing them away?”
November 15, 2018 –
Most companies wait until there’s an open position to start scrambling for new talent. This is a mistake. It is even dysfunctional.
To be truly prepared to make your number, you need a constant supply of top talent on deck.
To do...MORE >
October 30, 2018 –
Once the functional strategies are developed, Talent must be prepared to provide “A” players who can execute them.
But even after HR finds key candidates, the new hires still have to be brought up to speed on the company’s best practices...MORE >
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.