Quick Takes on Leadership+Management
Is your business too focused on short-term sales goals? That may be the case this year as 38% of sales managers report that their company’s top focus is increased competition. This situation may drive sales managers to decide between achieving high sales quotas and delivering customer service that ensures client retention. The latest research shows a correlation between quota emphasis and high variable compensation. These findings have implications for how to manage sales teams and for sales compensation structures.
Our research shows that the cost of a bad B2B sales hire now exceeds $177,000. For sales managers, talent acquisition teams, and other hiring professionals recruiting sales talent, one of the most effective ways to prevent bad hires using behavioral assessments is to add objective scoring of candidates’ likely workplace behavior, work styles, and job fit to the hiring process. It’s no longer sufficient to hire based on resumes and interviews alone.
How many sales reps have left their jobs because they were unhappy with their bosses? Our Voice of the Sales Rep survey puts the number at 47%. A recent Harris Poll report points out that up to 70% of employees report having had a toxic boss at some point. What are the toxic boss signs to look for?
How can you improve your sales hiring outcomes? Hiring sales reps, especially the right ones, has never been easy. After all, the cost of a bad sales hire for B2B companies is now at $177,171 according to our research. Staying aware of the latest trends and following best practices in sales hiring can make a difference.
Back in the day, 500 years ago, job seekers used letters of introduction, or resumes, to obtain new positions. Even then, job seekers emphasized the skills and experience they would bring to a new position. Employers had no way of knowing whether they were telling the truth, unless a trusted individual confirmed the candidate’s claims.
What percentage of sales managers use sales skills assessments? Our Voice of the Sales Manager survey reports that it is 45%. At the same time, sales managers are faced with a 30% turnover rate. But in some verticals, such as personal services, it’s closer to 35%. Managers can reduce their costly turnover rate by using sales skills assessments and sales aptitude tools.
Solutions for Higher Performing Teams
For more than 35 years, SalesFuel has provided sales managers and emerging leaders with the intelligence to achieve consistent revenue growth.
Manage Smarter Podcast
The Manage Smarter show features lively discussions about the psychology of sales, marketing, management and leadership.
New episodes are released twice monthly wherever you get your podcasts.
Sales Manager Infographics
High performing sales teams start with high performing sales managers.
In fact, recent studies show 70% of the variance in team engagement is determined solely by the manager.