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Think you just hired a great salesperson? You didn't. You hired a salesperson with the potential to be great on your sales team. That potential is only achieved when a structured onboarding program is in place.Sales onboarding isn't just about filling out forms. It is the bridge connecting the salesperson's skills with proficiency in the sales role for your company. Onboarding helps your new salesperson produce revenue fast and at a high level. What executive isn't looking for more revenue faster from their salespeople?
Truth is, companies don't hire salespeople. They make an investment in revenue. The Revenue Accelerator® protects that investment and ensures it yields a high return
Could you imagine if the police's crime-resolution strategy was to knock on every door and ask if the homeowner committed a crime today? That's absurd, yet it's just what salespeople do every day.
Lee B. Salz
Athletes invest time in their knowledge and skills outside of competition to ensure they deliver when the game counts. Salespeople need to be doing the same.
Lee B. Salz
When quotas are not directly tied to earnings, salespeople pay little mind to them. Quotas become nothing more than background noise rather than tools that direct sales activities.
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When it comes to hiring sales professionals, executives want the right ingredients for a perfect rainmaker recipe. Regardless of experience or industry, here are the four key attributes that every top salesperson possesses.
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If your company is the best, why do you want the competitors' people?
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There are few more critical CEO decisions than who will lead the sales organization. A revolving door in that role means targets are not being met. There are four ingredients in the vice president of sales success recipe that should be carefully evaluated in candidates.
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Sales pipelines everywhere have come to a screeching halt as decision-makers fall to this syndrome at record levels. It's very difficult to identify those who have contracted it. They are very receptive during interactions with salespeople and give the appearance that a deal is imminent, but nothing ever happens.
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A letter that every prospect wants to write to salespeople.
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The Sacramento River Cats are the Triple-A Minor League baseball team for the Oakland A’s. Affiliated baseball teams, like the River Cats, have no say over their product – the team – as the players are directly contracted with the Major League organization. Thus, teams in Minor League baseball are really sales and marketing businesses rather than sports ones.