Hiring poor and underperforming salespeople comes with a costly consequence. Mis-hires account for the vast majority of turnover rates (nearly 80%), have a lasting impact on sales team morale, and can cost businesses >$690,000 per hire, including wasted leads and lost customers. For sales executives with aggressive growth targets, failing to hire great salespeople will
Fans of college sports are no doubt familiar with the Raleigh, N.C. area. The University of North Carolina Tar Heels in Chapel Hill, the Duke Blue Devils in Durham and the North Carolina State Wolfpack are perennial competitors in the NCAA men’s and women’s college basketball tournaments. And those in the tech community know that
There are many sales books that help develop selling skills and provide inspiration. Few, however, focus entirely on sales management and Mike Weinberg’s latest book, Sales Management. Simplified., does just that. Packed with actionable advice and hard-earned sales wisdom, the book reminds its readers to go back to the basics of sales management and focus on what
Peak conducts tens of thousands of sales interviews a year. The majority of candidates with whom our interview teams meet with are ambitious, capable, diligent, and accomplished professionals looking to advance their career. And quite simply, honesty is profitable. However, from time to time, we come across those candidates who are inclined to bend the truth about their
The interesting thing about management is that the role is commonly misunderstood. Stop and think about what usually gets someone promoted to a management position. Typically, it’s the results he or she created in a previous position. In other words, people move up the corporate food chain based on knowledge, skill, or, most commonly, performance.
Making the wrong sales hiring decision has an enormous negative impact on a business’ finances. Often overlooked, but closely related, is the larger impact it has on a sales team’s morale. The cost of a bad hire SAP recently rounded up a series of statistics on the impact of a bad hire. Citing research from Mindflash
“Good luck!” Who doesn’t love to hear those words? Typically, they are words of encouragement. Joyful, even enthusiastic. Designed to leave someone with pleasant feelings about the future. They are NOT, however, designed to be the two words that describe the sum total of a company’s training program. Really. Back when I started as a
Hiring an exceptional sales team is not only difficult, but also extremely expensive. And while an investment in successful salespeople will deliver massive returns, the fact remains that a sales hiring budget requires large amounts of starting capital. After all, truly exceptional salespeople expect—and receive—exceptional salaries. Unfortunately, many companies looking for great salespeople simply can’t
The sales engineer plays a vital role on a sales team. Not only do they help interpret a customer’s technical requirements and communicate product features, but they are also given a level of trust that is often not offered to salespeople and consequently, the sales engineer is in a unique position to promote a vendor’s
With less than 3,000 miles between New York City and San Francisco, there is an undeniable contrast in business cultures between these two business meccas. While ‘the Big Apple’ is influenced by Wall Street’s power brokering, deal-making business strategy, San Francisco embraces the business utility created by fostering relationships. It is no surprise that these
