Sales Management and Talent Insights

Like every organisation, you know the importance of selecting the best candidates when hiring sales professionals, helping those employees develop into your top performers, and retaining them over time. This…

We recommend all companies profile their entire existing sales teams, leveraging the profiles to learn about their current team’s potential, training needs, and to identify key traits for new hires.…

‘Empowerment’, especially when discussed by HR professionals, is a topic that can get out of hand with respect to just how independently employees can operate while maintaining some semblance of…

Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today’s environment…

Uncertainty is uncomfortable for everyone. Whether it’s political turmoil or a re-organisation at your company, employees who are concerned about their future are likely to be distracted and unproductive. What…

The Double Whammy of Promoting Sales People based on Sales Performance The problem is as follows: you promote your best sales person to sales manager; however, once they start working…

About a year ago Warren Buffett paid $37 billion for Precision CastParts (PCP) Corporation, a highly successful company that makes complex parts primarily for the aircraft engine industry. Buffett praised…

You know you can’t succeed without plenty of talent on your sales team. Extremely talented sales people who are ready to put in the effort required can be hard to…

Selling has become significantly more difficult in a market where products are commoditised, and an agile, responsive sales person is often the most significant competitive edge that a company has.…

After you’ve chosen the best compensation plan for your inside sales team – either straight salary or commission or a combination of the two – the next step is to…