An article from OpenView Ventures found that north of 25% of sales reps will fail in their role. HubSpot found that it takes 18 or more calls for the average salesperson to connect with the average lead. Further, callback rates are south of 1 percent, and less than one in four sales emails are…...
6 Characteristics of the Most Effective Sales Leaders
Sales is a cutthroat industry that can be incredibly difficult to succeed in. One key element of any sales team is an effective sales leader – they can mean the difference between teams struggling to hit their quotas and consistently exceeding them. A strong leader can identify strengths and weaknesses…...
Trends In Executive Recruiting That Will Help You Get The Best Talent
The coronavirus pandemic may have put many things on pause over the last year, but the need to grow your business wasn’t one of them. With so many potential changes on the horizon, building the best executive leadership team has never been more important. How have talent acquisition and executive search adapted…...
When to Hire a Sales VP
There’s no denying that good employees are an essential force for many businesses that want to drive more revenue. If that’s the case with your company, you’ll also need first-class sales people along with the right tools and zeal. And although having a sales team is great, a good leader…...
The 16 Do’s of Highly Effective Sales Managers
Ronald Reagan once said, “The greatest leader is not necessarily the one who does the greatest things. He is the one that gets the people to do the greatest things.” As sales managers, we may not be leaders of the free world, but we are uniquely positioned to influence and…...
6 Steps for Recruiting Top Sales Talent
In 2020, companies in virtually every industry had to turn their sales strategies on their heads. Account executives accustomed to wining and dining clients had to find new ways to build rapport virtually. Sales managers had to learn how to motivate and manage their teams remotely. Companies had to figure…...
How to hire top sales executives
Let’s start with a fact: lemons can’t sell. However, so many of us keep hiring them and, let's be honest for a moment, we’ve all hired them at some point in the past! In fact, I would hazzard a guess that one or two of you reading this blog have…...
How to succeed in your new sales manager role
Sales managers hold great responsibility, but there’s no need to feel intimidated. You’ve earned this role—now it’s time to get out there and kill it. Good leadership comes in many forms and you’ll quickly discover what leadership style works best for you and your team. As the leader of a sales team…...
The Importance of A-Level Talent
Attracting and retaining top performing executives is the true lifeblood of successful organizations. Yet identifying and attracting them can be a challenging endeavor. Top performers, in leadership roles, will deliver about 50 percent more than the average and will improve their organization’s competitive position. But according to McKinsey & Company,…...
A 4-Point Plan for Reducing Turnover in Your Sales Team
In order to cultivate relationships with existing clients and expand the influence of your brand, you need talented, dedicated salespeople out there generating excitement about the work you’re doing. But sales is a high-pressure industry, and most departments see a significant rate of attrition and new hiring every year. Reducing…...
Minimizing Disruption on Your Sales Team When New Skills and Capabilities Are Required to Succeed
Most business leaders have grown accustomed to the comforting concept of “normal” market conditions. Today, when these leaders talk about the “new normal,” they are usually talking about the anticipated return to something closely resembling previous market conditions – a predictable status quo that will allow them to focus on…...
8 strategic tips on how to sustain a high-performing sales team
In sales, you are only as good as your last deal. Every day, week, month, or quarter is a fresh start where, once again, your team needs to gear up and deliver. Great sales leaders are able to push or pull a team whether they are at 120% or at…...
Job Search Age Discrimination: How to Diminish and Rise Above the Age Hurdle
I'm often asked by executives worried about job search age discrimination how they can get employers to look beyond their age, and see the value of their many years of experience. Are you thinking (and worrying) that you’re sunk because you’re job hunting and over 50? You may be sabotaging…...
4 Signs Your Startup Needs an Executive Search Firm
Executive search firms might seem like a luxury relegated to Fortune 500 companies with huge advertising budgets, but that just is not the case! Nearly every industry has a network of recruitment firms dedicated to cultivating experienced executive recruits. And better yet—they cater to businesses of every size, at every…...
How To Hire A Virtual Sales Team That Will Win Deals
Remote work is here to stay for many companies, especially in the technology sector, as we’ve seen public companies like Twitter, Dropbox and Square, and startups like GitHub and Upworthy commit to making work from home (WFH) a permanent option for every employee. More broadly, post-pandemic, about two-thirds of all companies plan to make WFH part of their employee handbook. …...
6 Career Tips to Overcome Ageism in Today’s Work World
You’ve heard them, the endless quips about getting older — “Age is just a number” or “You’re as old as you think you are.” But as we age, we see a shift, particularly at work. Instead of valuing your experience, some employers or colleagues may question your ability to do…...
