Hiring an employee who turns out to be toxic can cost the company lost sales, higher rates of sales rep turnover, and turmoil. Research shows 1% of people are psychopaths and 4% are sociopaths, while another 2–3% of the population might end up behaving in a toxic way in the workplace. When you add it up, that’s one out of 13 people. In this book, we offer a glimpse at 13 types of toxic personality types we’ve identified in the workplace for sales teams. We have ordered the chapters by the most difficult and problematic, the Jungle Fighter, to the least likely to be problematic, the Martyr. Using documented case studies, we also outline the steps you can take to address toxic behavior and restore harmony to your organization.
Members of the first digital generation are increasingly showing up in the C‑suite. In fact, today’s B2B buyer is more likely to be a millennial. In this sales enablement white paper, you’ll discover that although every millennial is different, new research from SalesFuel’s Selling to SMBs study finds this generation has tendencies that are significantly different from their predecessors. You’ll discover how the buying process differs, the importance of marketing and social media, which salesperson behaviors can make the sale – and which will kill a sale — with this new generation of decision-makers.
Does every lead you get lately look like crap? Has your creativity dried up? Your energy drained? Are your co-workers always getting on your nerves? And your sales numbers starting to suffer? Your gas tank could be running low and you’re well on your way to burnout. And nobody wants to buy from a low energy salesperson who doesn’t exude energy, passion and confidence. Here’s 18 ways to get rid of the mental JUNK that’s causing your FUNK.
Across the nation, sales managers are struggling. They struggle to keep up with deadlines, with reporting, with setting and hitting goals, and with managing and motivating their sales teams. There is not enough time. And most definitely, there is no time for sales coaching. It’s time to disrupt the way we think about managing sales forces forever. It is time for a sea change in sales management. And it’s time for adaptive sales coaching.
Read 4 different ideas on company culture. Our panel of experts come from different backgrounds and have differing views of culture. However, they all agree that culture is important to a workplace. Let these experts cultivate – if you will – some thoughts on culture. Download this white paper to read what they have to say.
AdMall’s 8th State of TV Media Sales survey reveals that revenue is expected to grow despite challenges. The state of the industry is good year over year, but there is a lot of room for improvement. 68% of managers say their sales team’s results were up in 2017 (vs. 2016), and most sales teams met or exceeded their sales goal in 2017 (only 44% came up short). As the media landscape becomes increasingly fractured and segmented, television media executives, TV sales managers and sales reps across the nation are facing similar obstacles. The free downloadable white paper is chock-full of fascinating data and information for the TV media sales industry.
This white paper identifies the 5 types of Purchase Intent, featuring data from SalesFuel’s annual AudienceSCAN® survey of online shoppers, digital audiences and decision makers in America. These five categories and SalesFuel PRO Tips will help business' marketing and sales teams find new, effective ways redefine target audiences and better predict future purchase behavior.
“She doesn’t seem like he wants to help me out,” a respondent said about his manager in SalesFuel’s 2017 Voice of the Sales Rep study. “He is not around when I need him or he fails to see the importance of an issue I need his help to resolve.” These are direct quotes from two of the 725 salespeople SalesFuel polled in January 2017. And it’s what sales representatives are thinking, but aren’t telling their managers.