Onboarding new sellers is an underrated factor in sales success. In fact, your speed in onboarding is one of the TOP ways you can impact your number this year (assuming you will hire a salesperson this year). What is Onboarding? We tend to think of onboarding in the traditional sense – making sure sellers are […]
Tag Archives: sales management
18
Feb
Feb
The last presidential election in the United States brought created an awareness of “echo chambers.” What is the sales version of the echo chamber? Where is the echo chamber most harmful to sales leaders? And most importantly,what can you do about it? How can you avoid the echo chamber? An echo chamber is essentially a […]
21
Sep
Sep
In my second job after college, I worked as a salesperson for a small professional services company. One day, our best salesperson (not me, unfortunately) told us he was leaving. I didn’t understand it – Brad was killing it, and under our commission-heavy comp plan, he was making stratospheric money. When I asked him why, […]
01
Aug
Aug
Strong sales management capability is the most important piece when assembling an industry-leading sales force, and it may be the #1 differentiator in all of B2B sales. Stay with me for a moment while I explain why and what you should be doing about it. Why is it that some sales forces succeed and others […]