As an industry, sales has become faster, more precise, and even more competitive. Consumers have access at their fingertips, and are educating themselves on your products and services before they even speak with a sales rep.And as sales professionals, we have resources, tools, and technology to streamline the sales process. We can prospect smarter, manage the sales funnel with accuracy, and close deals faster. Your greatest resource as a salesperson is TIME.
Salespeople are the revenue engine of your company. Empty territories lead to missed quotas which equates to lost revenue. You need top sales performers and you need a fast and effective way to identify top sales talent. You need salespeople who possess the sales characteristics that best align with your selling environment. You also need people who are the right culture fit for your company. Here are 2 steps to recruit top salespeople and build a sales culture of success:
A strong sales team is key to any company’s growth. When you grow sales, you grow you grow revenue. But what happens when you can’t recruit, sustain, or retain sales professionals to help you meet revenue goals? That’s where sales culture comes in. And I am not referring to your game rooms, nap spaces, beer fridges, and free lunches. I am referring to what really drives sales success and a healthy selling environment.
Sales careers outnumber marketing careers 60 to 1, and 1 out of 9 b2b professionals work in the sales industry, yet sales still seems to be missing from the classroom. As one of the largest professions in the country, sales is rarely offered as a major or minor to college students, even though more than 50% of college graduates will hold their initial job in sales.Here are the top 6 sales universities in New England
Dan Fantasia had the opportunity to join Sean Mitchell and Phill Keene on the Real Sales Talk Podcast to talk about how companies can recruit and hire a dynamic sales team. Companies need salespeople to grow their revenue, but where do they recruit top sales talent and how to do they hire sales professionals to grow their businesses? Dan, Sean, and Phill dive into this topic and below are some major Q & A takeaway highlights.
Where is all of the sales talent? Companies need a pipeline of qualified candidates. Most of our clients tell us that they are posting jobs and advertising like crazy, but aren’t receiving the quantity or quality of sales candidates they were hoping for. One of the most common reasons why sales management and HR professionals have a difficult time hiring sales reps is simply because they ran out of network.
In the SaaS world, metrics can be finicky beasts. What works at LinkedIn, Salesforce, Twilio, or Zendesk might not be transferable from one to the other, let alone work for you. Questions around “how can I benchmark myself?” make leading an Account Executive group all the more challenging. We just published our 2017 SaaS AE Metrics & Compensation Report where we analyze the biggest shifts in recent years and provide core metrics to measure Account Executive teams.