Do I Have the Right Sales Candidate?

By Caitlin Howard (Naviga Recruiting & Executive Search)

When hiring a new sales representative, it’s important to find someone that will fit into your organization and be successful. A resume will only tell you so much about a person, but sometimes you need to know more about their behaviors to make sure they’re a fit. Keep reading to learn about three predictors for future sales success to avoid hiring the wrong person.

Do I Have the Right Sales Candidate? 

Do I Have the Right Sales Candidate

The Evolution of Sales: Survival Guide

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Old-school selling is on the brink of extinction. Learn how to adapt and survive in this free eBook.

Sales experts from the world’s foremost brands help you close more deals and grow your business with survival tools for adapting to the new, social era of selling.

  • Scott Tapp, PGi
  • Ralf VonSosen, LinkedIn
  • Colleen Stanley, Sales Leadership, Inc.
  • Tamara Schenk, Miller Heiman Research Institute
  • Brendan Cournoyer, Brainshark
  • Nita Shah, Hubspot

Offered Free by: PGi

 

Key Performance Indicators for Sales People

By Chris Joseph (Chron.com)

Getting the most out of your sales force is essential for gaining a competitive edge. However, if you don’t have mechanisms in place to measure the performance of your salespeople, you may not know for sure if they are operating at peak efficiency. thT9Y1MTJL

 

Examining some key sales performance indicators can provide a wealth of valuable information.

Sales Probing Questions That are Key to Understanding a Customers Needs.

By Matt G (The Sales Corner)

There’s one search happening on Google that seems to bring a fair amount of traffic to The Sales Corner. The search is “Sales Probing Questions.” The people searching these terms are generally looking for information on how to establish the correct questions to ask their customers. They are looking for magic tools to help them decide what are the right questions or not. I wish I could tell you what questions always work, but the truth is that you have to deal with a lot of trial and error in any sales environment.

th7T32TIPHThe goal is to increase sales or marketing visibility. In order to do this effectively you need to remain in constant production. The problem is that a lot of sales people, don’t know how to go about this in a way that’s beneficial, and doesn’t waste their time, or the customers time. Often times they get burned out.

Here are five Sales Probing Questions below that you can use to immediately start to impact your customer relationships. As a sales rep I pride myself on knowing my customers and what their problems are, and what makes them happy. You’ll find benefit in the same!

Good Prospect, Bad Prospect

By Colleen Francis (Engage Selling)

One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.

I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad. th7T32TIPH

The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.

[…Continue Reading…]

How to Leverage Internal Data to Boost Revenue

By Cameron Graham (TechnologyAdvice)

Big data has become the buzzword of this decade, with more and more companies openly admitting to collecting information about customers. Most consumers can handle parting with their personal information if they receive a relevant and personalized experience in return. This means companies who gather data and use it wisely experience better sales and higher revenue. Well, if they do their research correctly, that is.

Not sure if you’re using your internal data correctly? Here are a few ways to tell.

Continue reading How to Leverage Internal Data to Boost Revenue

Eleven Secrets to Sales Success Through Leadership

By: Mark Dembo (The Sideroad Blog)

In his classic book, “Think and Grow Rich“, Napoleon Hill discussed   the eleven secrets of leadership. Recently, as I was reading the book, it   occurred to me that the attributes of strong leadership and effective selling   have a tremendous amount in common. After all, to be really successful in   sales, you need to be a leader, both within your own organization, as well   as to your clients and customers.

th7T32TIPHTo paraphrase management guru Peter Drucker, a leader is someone who not only does things right, but who also does the right things, while helping  others do the same. The same holds true in sales: how better to serve your clients than to really know and understand what they do, and to truly help them do it better?

With that in mind, here are Mr. Hill’s eleven secrets to leadership, as they apply to leadership in selling.