QUICK TAKES ON HIRING+SELECTION

newcollegegraduates
December 16, 2020

How to Hire the Right New College Graduates

For managers struggling to find their next A‑level sales rep, there’s good news from the 2020 Campus to Career report published by Handshake earlier this month. Hiring the right new college graduates comes down to holding virtual career fairs and using a streamlined remote hiring process.

repsneedintegrity
November 18, 2020

Why Your Sales Reps Need Integrity

As a hiring sales manager, do you believe your reps need integrity? Merriam-Webster defines this quality as “trustworthiness and incorruptibility to a degree that one is incapable of being false to a trust, responsibility, or pledge.”

realcommitmenttoDEI
November 11, 2020

How to Show Real Commitment to DEI

As bad as 2020 has been, one good outcome has been business leaders’ awakening about how to show real commitment to DEI (diversity, equity and inclusion.) It’s not enough to support community initiatives about equality.

hireforagilityandcuriosity
October 28, 2020

How to Hire for Curiosity and Agility

If you’re a sales manager tasked with hiring, you need to know how to hire for curiosity and agility. Those are the characteristics that allow your organization to excel in our current business environment of uncertainty and chaos.

shifthiringfocustoskills
October 7, 2020

Why You Should Shift Hiring Focus to Skills

When was the last time you reviewed the position description you use to hire sales reps for your organization? If it’s been awhile, you might want to consider rewriting the description to increase focus on skills, instead of college degrees.

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