QUICK TAKES ON HIRING+SELECTION

September 23, 2021

Hiring a new salesperson is always difficult — especially in the current job market. But what if your next superstar is already employed by your company? Or what if they're already on your team — just in a different role? They could even be working in a non-​sales role for a business you frequent regularly. Certified Behavioral Analyst and SalesFuel CEO C. Lee Smith teams up with Steven Sisler, behavioral mastermind and CEO of Behavioral Resource Group, to help you address one of the most pressing problems your sales team faces today — recruiting high-​potential sales talent and developing them into high performers.

September 23, 2021

Just when we thought the rapid growth of inside sales would slow down, we are once again faced with the ongoing challenge of how to find and hire competent sellers. Whether it is to fill a growing SDR/​BDR team, AM’s, AE’s or Customer Success, it’s never been harder to find just the right talent. This all-​star panel shares their own ideas, and tips on how to address one of our profession’s toughest challenges, in this 30-​minute session from the Fall 2021 AA-​ISP Virtual Sales Summit.

August 15, 2021

Bianca is also the President of Social Intelligence, a consumer reporting agency focused on online risk for human resources. In this episode, we discuss: cancel culture, how to conduct social media HR screenings compliantly, recommendations on social media company policies; and gray areas in social media interpretation by HR and employees. New trends including misgendering and pronoun usage nuances

countingto10worksformanagers
July 1, 2021

Before we respond to something that has surprised or angered us, we count to 10. We learned this rule as children. Have you ever thought about why counting to 10 works for managers and what happens to your brain while you’re counting? 

greatsalesculture
May 26, 2021

Part of developing a great sales culture means hiring excellent people. When it’s time to bring in another sales rep, managers often want to find someone who appears to be identical to the person they need to replace.

SOLUTIONS FOR IDENTIFYING HIGH POTENTIALS

FREE GUIDANCE FROM LEADING EXPERTS

MAKING THE CASE FOR PRE-​HIRE ANALYTICS

The average economic cost of turning over a highly skilled job like sales is 213% of the cost of one year’s compensation

Center for American Progress citing 11 research papers

Organizations that consistently use hiring tools are 30% more likely to have confidence in their sales talent

CSO Insights

68% of salespeople plan to look for a new job within the next year

Glassdoor

Open sales positions remain vacant for an average of 3.7 months with another 9.2 months to get new hires fully up to speed

CSO Insights

71% of salespeople are likely to accept less money to work on a team with a great culture

Glassdoor

Higher sales rank corresponds to about a 15% higher probability of being promoted to sales management

Harvard Business Review

Most sales teams are over-​​reliant on their top talent with the top fifth bringing in almost 60% of revenues

CSO Insights

High ranking salespeople promoted to management average a 7.5% decline in their subordinates' performance

Harvard Business Review

87% of high-​​performing reps say sales manager competency is a top decision driver when considering a new job

SiriusDecisions

Sales managers need an average of 7 months to terminate a poorly performing rep

2019 Voice of the Sales Manager study, SalesFuel

ON-​DEMAND WEBINARS ABOUT HIRING SALESPEOPLE