Measurement is the language of business. Exceptional Leaders know that progress toward success needs to be measured quantitatively. A good analogy is the Global Positioning System (GPS). It can tell you where you have been, where you are now on a real time basis, and you can measure progress to a goal, all through numeric… Read More »
Blog
Will You Shatter The Glass Ceiling?
Smart and savvy sales managers want gender-diverse sales teams. They know that men and women bring different strengths, skills and experience to the table, and that diverse teams promote healthy collaboration and competition. Data provided by Xactly Insights in their Gender Study of Sales, states that women in sales outperform their male counterparts in: Loyalty… Read More »
Evaluating a Candidate’s Loyalty
In the sales industry, turnover is high. There are a number of factors that contribute to employee retention, and loyalty is the center of the equation. However, evaluating loyalty in an interview can be difficult. Salespeople are trained to sell, and hiring managers must be able to read between the lines to find the real… Read More »
Suffering From High Attrition in Sales?
If there is one constant in sales, it is high attrition. Turnover in the industry is notorious, and most sales managers chalk it up to the cost of doing business. However, enterprise software sales companies shouldn’t settle for high employee churn. The truth is, with a strategic approach to hiring, you can improve your retention… Read More »
Time Management – A Priority Setting Plan
Manage your time better by dividing tasks into four categories: 1. Direct value. High priorities: making a sale, presenting to your staff, writing a report 2. Indirect value. What pays off later: learning new skills, setting goals 3. Necessary non-value. Things you must do that have no value for you: filling out government forms, taking… Read More »
Finding Enthusiasm
One of the most elemental solutions for finding enthusiasm is to focus on the benefit you will derive from completing a particular task. In some situations it’s easy to discover the benefit. For instance, you may hate wrapping presents, but you know the person you’re giving the present to will be overjoyed when presented with… Read More »
Developing Teams and Individuals
Being a manager is much more than overseeing day to day tasks. In order for your business to be successful, developing the individuals and turning them into a team is a main priority. You can only grow as much as your staff will allow. Weak team members can bring down the production in your company.… Read More »
Four Critical Tasks of Strategic Execution
Business owners and CEO’s have a difficult job all the way around. The success of the company relies upon a combination of things. If Celebrity Apprentice has taught us anything, it’s that the one in charge is usually to blame for the loss of the team. As the one in charge, it is your job… Read More »
Traits of Top Sales Talent
Your sales team can make or break your enterprise software sales company. In order to survive and thrive you have to attract, recruit and retain the best and the brightest salespeople. But just what are the qualities of exceptional sales talent? Here are some of the traits you should look for when trying to identify… Read More »
Overcoming Top Hiring Challenges
Every industry has its share of unique hiring challenges – including sales. Turnover in the sales sector is always high, which means managers are constantly waging a battle to recruit new talent while keeping their existing high-performers happy and engaged in their work. Here are some tips to help managers walk that line and overcome… Read More »