Ethics are extremely important in sales. Customers are conditioned to mistrust salespeople, and in some cases, it seems as though clients are just waiting for a chance to uncover an unscrupulous rep. Throughout the hiring process, it is essential to uncover as much as you can about a candidate’s ethical standards to ensure that you… Read More »
Blog
Using Big Data and Analytics to Optimize Sales
At this point in time, everybody knows that big data is essential for improving the customer experience, but most companies don’t leverage that data to help optimize their sales forces. They make scads of data available to their teams, but they don’t put procedures or protocols in place that make the information work for the… Read More »
Exceptional Leaders Display a Sense of Humor
You all know that none of us are getting out of this alive; so why take things so seriously? Many great leaders have had a terrific sense of humor in good times and bad. These include Abraham Lincoln, John F. Kennedy, Winston Churchill, and Ronald Reagan. Not taking yourself or external events so seriously,… Read More »
Soft Skills are Essential for a Lasting Career
There are certain skills that you must possess to succeed in the career you have chosen. Soft skills are at the top of the list. You can have all the right hard skills in the world, but if you do not know how to relate to others, you are sure to fail. Let’s take a… Read More »
Behaviors for Success
Busy professionals with a strong desire to achieve sometimes fall into slumps which can destroy creative drive. Do your best to avoid these slumps by accepting that you cannot do everything. Delegate responsibilities to others qualified to perform the task. They should share your goals for success. Be a lifetime learner. Don’t assume you’ve learned all you… Read More »
Assessments in the Workplace
Giving potential employees a behavioral profile, sometimes called a personality assessment, is an important part of the hiring process. One thing hiring managers fail to realize, is that the assessment is not the only piece of criteria you should consider. This is to aid you in the hiring process. However, if it is not administered… Read More »
Looking for Top Sales Talent? So is Your Competition.
Identifying, attracting, and hiring skilled sales talent takes a great deal of time and resources. Salespeople can be notoriously difficult to recruit and retain, but they are some of the most critical positions in any enterprise software company. If you want to stay ahead of the competition, you’ve got to develop strong sales hiring practices… Read More »
The Impact of the Cloud on Enterprise Software Sales Professionals
In May of 2014, Bill McDermott took over as CEO of SAP, and he made the cloud one of his first priorities. For 40 years, SAP has delivered boxed, on premise software solutions to its customers, but will slowly make the shift towards cloud-based applications. While this news made headlines, many in the enterprise software… Read More »
What Makes a Sales Person Unsuccessful?
Enterprise software companies can only succeed if they have a strong sales team in place. No matter how great your products and services may be, they simply won’t sell themselves. However, sales teams are notorious for high turnover. Some of that turnover can be attributed to the failure of individual salespeople. But why do they… Read More »
Branding Yourself Mid-Career
If you’ve been selling at the same company for a long period of time, you may be longing to make a change. However, making a big shift in the middle of your career can be a challenge. You have to fight against fresh, young talent who may command lower compensation; or you may have to… Read More »