SalesFuel Today
OUR LATEST INSIGHTS FOR SALES, MARKETING AND LEADERSHIP
How have ad spending projections changed since the start of the year? IAB’s research into the opinions of senior decision-makers show an improving ad market. Specifically, IAB analysts boosted their growth expectations for the ad market from 9.5% in January to 12.3% this month. Our State of Media Sales survey found that sellers believed the political, home improvement services and health care services verticals will generate the highest ad sales growth this year.
Do you have a good way to assess candidates who apply for your open sales positions? You want the best salespeople working effectively in positions that suit them. To get that, you should use a sales candidate assessment during your hiring process. This is especially true if you’re looking for a sales candidate who will fit your Challenger role.
When hiring for any sales position, a candidate must be evaluated for their fit with the job. The candidate’s skills, job behavior, interest level, and workplace behavior all contribute to job fit. Manager fit is another key consideration when evaluating sales candidates. Some individuals work well together. Others don’t. Managers should know ahead of time if they will be a good fit with the candidate they want to hire.
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.
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.
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.
