According to the Boston Consulting Group, of every HR practice, recruitment processes have the most significant impact on revenue. Companies that effectively recruit the best candidates exhibit 3.5x the revenue growth of competitors that poorly manage their recruitment efforts. This article will break down the biggest mistakes hiring managers make at the offer stage –
Debate rages between sales experts that advocate cold calling is “dead” or “dying”, and those who see it as “rising from the dead”, “not dead”, or only “semantically dead.” The truth is, sales tactics traditionally referred to as cold calling are still very much alive and is an important strategy utilized by sales management in high-growth companies (Profit
We have written about the importance of persistence in selling before (see The Not So Fine Line Between Persistence and Stalking in Sales). Knowing that it plays such an important role in helping to win accounts, here are some quotes to inspire one of the core most important traits of selling – persistence. Incredible salespeople relate
Your team has found what look like some great candidates for your open sales position. You have planned your interview questions to help filter out the mediocre and find the top performers. You have reviewed your compensation package and are certain it is competitive. You feel you are ready to hire the company’s next super
We all want the best talent. But how can we identify the “A” players versus “a player”? The former will make you money, the latter will cost you. As a sales manager you need to determine if the person sitting across from you in an interview will be an “A” player. Will he or she
Social selling; it’s not asking about your client’s weekend or their kids. It’s about utilizing social media to increase sales. Do you know how it works and should your sales reps even care? Sales has always been about doing business with people you know. Networking and leveraging relationships through meetings, conferences, organizations, etc., has been
Now more than ever, sales and marketing are tied at the hip, with marketing driving leads and the sales function, particularly in small companies, engaging customers online. The art of making friends and influencing people online through the use of social media has become so important in businesses and jobs that many people now make
Picture this competitive scenario. Your company is in a dog fight with two other companies to win an important piece of business. One of your competitors is a large, well-known market leader and the other always offers aggressive price discounts, while your company has the superior product. Who will win the business? The answer is
Most people don’t like to hear other people say “no,” but in sales it happens all the time. Does the ability to handle rejection have a direct relationship to sales performance? Absolutely! Insensitivity to rejection is one of the most critical attributes of highly successful sales reps. To continue reading this post, click here >>
One of our readers asked us whether they should hire a junior sales person or a telesales company. On paper, outsourcing the sales function looks quite attractive. Risk and costs are assigned to a third party that specializes in sales and management overhead is decreased. In practice things are a bit different and here is
