Sales Managers

Key Takeaways Closing onboarding gaps, overcoming psychological hurdles, and alleviating resource shortages are key to equipping new sales hires to prospect. These clear expectations and well-defined performance metrics give new hires a solid sense of what their role is and help cut the confusion during prospecting. Leadership is all about culture and coaching. Periodic audits […]

Key Takeaways Data-driven sales assessment tests help reduce bias, predict future performance, and align hiring with business goals. Matrixed beyond resumes with in situ scenarios and personality testing reveals talent that does not show up on paper. Effective sales assessments minimize the financial impact of mis-hires and support stronger team dynamics and sales results. Comprehensive […]

Key Takeaways Sales prospecting tips for managers Define your target audience. Understand who your ideal customers are and tailor your approach accordingly. Utilize social media. Leverage platforms like LinkedIn to connect with potential leads. Personalize your outreach. Customize your messages to resonate with individual prospects. Follow up consistently. Don’t hesitate to reach out multiple times […]

Key Takeaways Know exactly what your perfect sales candidate looks like in terms of skills, experience, and culture fit. Use a structured assessment process that includes initial screening, behavioral interviews, practical simulations, and reference checks to fairly and thoroughly evaluate each candidate. Leverage your employer brand and culture in descriptions to distinguish yourself and attract […]

Key Takeaways The SPQ Gold Assessment is a proven sales evaluation tool that helps organizations understand sales potential, pinpoint strengths and weaknesses, and select suitable sales talent. By using a structured questionnaire and objective scoring, the assessment offers valuable insights into sales behaviors, emotional skills, and barriers to success. It supports better hiring and development […]

Key Takeaways There are obvious, direct costs associated with hiring the wrong salesperson, including recruiting fees, salary, and squandered training dollars. There are opportunity costs when your sales staff misses a target because they are underperforming and that cost can be lost revenue and damaged client relationships. Team productivity and morale suffer as peers and […]

Key Takeaways Be on the lookout for fuzzy anecdotes, inconsistent figures, and industry jargon abuse, the telltale signs of a sales imposter in interviews. Ask structured questions using the S-T-A-R method and role play scenarios to see if they are really problem solvers and have depth of experience. Audit the candidate’s digital trail and check […]

Key Takeaways Sales call reluctance is the leading obstacle in sales that comes from fear and anxiety, impacting novice and veteran salespeople worldwide. Identifying behavioral, verbal, and performance indicators of call reluctance enables teams to get ahead of problems and support each other more effectively. Overcoming call reluctance takes more than just persuasion. It takes […]

Key Takeaways A pre-employment sales test is a powerful way to winnow the candidates down to those with the best sales skills, personality, and cognitive skills for you to meet and ultimately hire. Effective assessments combine personality, cognitive, situational, and skills-based evaluations to predict job performance and support stronger and more adaptable sales teams. Key […]

Key Takeaways While sales personality tests can support smarter hiring by uncovering characteristics associated with sales success, they should be used alongside other evaluation techniques for a more nuanced insight. What’s important about these tests is their accuracy, reliability, predictive validity, and fit with the particular company culture and sales environment. Things like self-reporting bias, […]