Sales Management and Talent Insights

Question: Has your Sales Organisation formally defined a list of checks to be done on all candidates to ensure claims on education, job history, earnings and references are legitimate –…

Question: Has your Sales Organisation designed your Sales Engagement Process to obtain the commitments needed from customers at every phase in the sales cycle, and are your sales executives uniformly…

Question: Has your Sales Organisation implemented a CRM or ERP technology solution that has pipeline and forecasting scales aligned to your Sales Engagement Process, and is it effective in providing…

Question: Has your Sales Organisation built an incentive programme designed to cater for ‘intrinsic motivators’ that includes recognition, development and working towards a higher goal or calling – and is…

Even the best sales forces can’t keep every good sales person. Loss of sales people to competitors occurs frequently in high-growth industries in which the demand for experienced sales people…

I first met Eric (not his real name) during new manager training I was facilitating. He had recently become a manager after several successful years as an individual contributor and…

By making the practice harder than a real sales call, sales people are prepared for any conversation. Have reps practice in front of their peers. Don’t help them when they…

Most companies pay sales people a combination of a salary, a commission, and a bonus for hitting a quota, putting a portion of their pay at risk. The belief is…

It’s not easy finding the perfect balance as a manager. You want to be the ‘nice guy’, the great boss that cares about their employees’ happiness, health, work-life balance. But…

Over the last couple of years, many HR professionals have argued that performance appraisals should be abandoned. Their point is they are awkward to give and they are biased. They…