SalesFuel Today

AdMall identifies co-​​op as an overlooked source of advertising revenue that can help local businesses stretch marketing dollars. Local businesses may have access to advertising dollars they aren't currently using, and the opportunity could be particularly valuable as manufacturers reset budgets and funding programs at the beginning of a new calendar year. SalesFuel is encouraging media sellers to make co-​​op advertising, market development funds (MDF), and other vendor-​​funded marketing programs part of their new-​​business strategy. This sponsor of Co-​​op Advertising Awareness Month

Are you using a sales personality test when hiring for sales? At least 26% of sales managers still use personality tests when recruiting sales personnel according to our research. They could be making much better hires by changing their approach. They could ask candidates to take sales acumen assessments.

Using AI in B2B sales can transform your success – but only if you use it effectively. It’s easy to approach AI as a do-​it-​all tool. But sellers should instead think of AI as part of their strategy rather than the strategy itself.

Do you know how many sales managers actively work on improving their leadership skills? Our research shows it's around 35%. Clearly, there is room for improvement. Deciding on a solid training program can be challenging, so we've highlighted 10 key skills that should be covered in a sales manager development plan. These details are from our Voice of the Sales Manager survey. In every great organization, sales managers likely spend plenty of time developing their reps. To get the most out of that effort, sales managers also need their own development plan.

Are your hiring managers asking sales job candidates the questions they’ve always asked? Traditional interview questions do not dig into what a candidate has accomplished and how they might react in a specific situation. Hiring managers will experience better outcomes when they ask behavioral interview questions. Candidates’ answers to these questions will help recruiters analyze past workplace behaviors. Combining this interview information with behavioral assessments provides the most accurate and objective hiring outcomes.

Are you using sales proposals effectively? Smart sellers know that even after the prospect indicates purchase intent, the work is not done. The ultimate “secret weapon” must still be presented: The sales proposal.

How many sales managers are optimistic about sales growth this year? 31%. That data point comes from SalesFuel’s Voice of the Sales Manager survey and reflects the opinion of nearly 300 sales managers across the U.S. At the same time, 24% of managers expect their department budget to increase significantly. This misalignment means sales managers will be acquired to accomplish more with less funding.

Did you know that the average sales manager experiences a 30% turnover rate? Our proprietary research also shows that only 45% of sales managers use a sales skills assessment, like TeamTraitTM, when they are hiring. Using a sales skills assessment, along with the other tips I explain below, can reduce turnover in your department.

How do you respond to discount requests? Giving discounts isn’t necessarily a bad thing. If done strategically, discounts can encourage a sale along. Plus, they can actually add value for you in the long run. Or, they can help you disqualify a sale that would have stalled due to lack of budget.

Do you know the average turnover rate at U.S. businesses? Our survey data shows the turnover in the sales department is around 30%. The U.S. Bureau of Labor Statistics reports that average turnover for all employees ranges from 13% to 23%.

How is your email etiquette? Is it aligned with today's best practices, or is something that you don’t even consider? Email is a quick, convenient and easy way to keep in touch with others. But you need to put some thought into those emails before hitting “send.

Do you need to hire a sales manager for the first time? Small business owners with one or two sales reps on their staff can often manage the challenges of bringing in new business and satisfying current customers. But when it’s time to grow the business, it’s critical to understand the difference between sales managers and sales representatives.

Do you struggle to stay motivated in sales? If so, you aren’t alone. 30% of B2B sellers say it’s harder to stay motivated. That number jumps to 39% among Gen Zers.

Are you about to make a big hiring mistake? I’m not talking about offering the wrong candidate the job. My concern is about the start of the hiring process. Some of the biggest hiring mistakes happen because recruiters do not have the correct job description. This issue may partly explain why up to 30% of sales professionals are searching for new jobs, according to our research.

Do you know how to write effective AI prompts for sales success? If not, you’re missing out on opportunities to make the most out of these powerful sales assistants.