Sales Management

What is the average turnover in the sales department? Our Voice of the Sales Manager survey reveals that it’s over 30%. This turnover is due, in part, to common flaws in sales hiring processes. Feeling the pressure to make their numbers, sales leaders often rush to hire a rep to fill a vacancy on the team. These fast hiring decisions can lead to bringing the wrong person into the organization.

How many sales jobs will AI replace? In our Voice of the Sales Manager survey, 20% of respondents reported that concern about AI-​related job displacement is holding back adoption of these tools. These tools are increasingly used by reps to handle routine tasks. But emotional intelligence and the human touch matter in sales. And managers should know that sales hiring for emotional intelligence is a necessity as AI adoption grows.

What matters most in sales hiring? Should managers focus on personality, behavior or mindset? The answer to those questions starts with understanding the difference between those terms.

How many sales professionals believe coaching is necessary for their career success? Our research shows that around 36% of reps hold that attitude. But many reps struggle to make their numbers. Let’s check out how managers can optimize their coaching for sales success.

How many employees have left their position because they were dissatisfied with their sales manager? Our Voice of the Sales Rep survey shows that, for sales professionals, it’s 47%. It’s not always the sales manager who drives employees to the exits. And there are surprisingly easy fixes to improve the employee retention rate.

A sales leadership assessment is a structured evaluation. This evaluation is used to measure a person’s ability to effectively lead others and drive results in a sales department. These assessments compile data gathered through questionnaires, simulations, feedback, or testing.