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How HR Can Build an Integrated Approach to Sales Talent Management

Beyond Hiring: How HR Can Build an Integrated Approach to Sales Talent Management

A critical factor in the maintenance of a high performance sales force is an organization’s talent management system: the people, tools, systems and processes that give it the ability to attract, hire, develop, reward, and ultimately retain talent. Responsible for its development and execution, today’s human resource leader faces unique challenges and increased pressure as […]

Sales Management Mistakes

Debunking 14 Common Sales Management Misconceptions

Sales management is quite possibly the most misunderstood role in business. Why? Sales managers play a unique role – they not only select, build, lead, coach, and manage front-line salespeople, but also act as a customer and business manager. Since these responsibilities compete and pull sales managers in multiple directions, the activities that are most […]

Scaling Sales Team Mistakes

Scaling Your Sales Team: 5 Massive Mistakes

Sales force sizing is an integral aspect of a best-in-class sales team. Optimized headcount maximizes revenue while limiting inefficiencies within the sales organization. However, this important process doesn’t occur in a vacuum. Executive teams usually choose to expand and scale their sales teams when they’re responding to or anticipating a significant shift, such as major […]

sales force sizing guide

Sales Force Sizing in New Markets: The Ultimate Guide

When entering a new market, the right sized salesforce will make or break whether the go-to-market strategy is effectively executed. Hiring too many reps drains resources and limits the success of salespeople by over saturating the market. Not enough ‘feet-on-the-street’ means that a company will lag compared to its competitors, failing to grow during its pivotal […]