Systematic On-boarding Programs Predict Success

Systematic On-boarding Programs Predict Success

As part of our work with clients, we sometimes help them improve their hiring effectiveness and efficiency by introducing an assessment into their hiring process. I have found that hiring managers occasionally get lulled to sleep believing that because the candidate was recommended by the assessment, and HR screened them that they will just step into the position and be a superstar. I wish it worked that way, but it doesn’t. As I discussed in this recent article there are six steps to successful sales talent hiring, and on-boarding is one of those steps.

Even the best, most precise process to select […]

The Only Two Reasons Why Salespeople Fail and What to Do About Them

The Only Two Reasons Why Salespeople Fail and What to Do About Them

This may sound simplistic, but there are really only two reasons why salespeople aren’t successful:

They don’t do enough of the right activities to get enough opportunities
When they perform sales activities they aren’t very good at them

You may say “So what?”  But it is critical that the sales manager know which situation is the cause of the problem, because the each problem requires a different type of intervention.  The first is more of an accountability intervention and the second requires a coaching intervention.

Accountability intervention addresses lack of activity

When a salesperson is not doing enough of the right activities, do the math […]

The Six Steps to Effective Sales Talent Hiring

The Six Steps to Effective Sales Talent Hiring

One of the services we provide our clients is training to improve their sales talent hiring effectiveness.  The facts are stark.  Without a good process most companies have excessively high turnover rates, and the cost of that turnover is great.  National statistics indicate that it costs the employer between 3x and 5x the salesperson’s total annual compensation for each bad hire.  Fortunately there is a repeatable process that if the hiring managers will follow, will produce predictably great results. Here are the steps.

Determine whether you want to be proactive or passive in your approach.

What I mean is this.  Passive is […]

Batter Up! Applying Sports Theory to Sales Performance

Batter Up! Applying Sports Theory to Sales Performance

With the beginning of baseball season I find myself thinking about what those baseball players have done all winter to prepare for the season.  It is a long and grueling season with 162 games per team in MLB.  It isn’t too dissimilar from an effective sales year or career.  The best salespeople recognize that their year is like a marathon.  They have to consistently and methodically perform.

I believe that most MLB players spend their off-season preparing for the upcoming season.  They don’t sit around and eat bon-bons, expecting that they will show up for Spring Training in perfect form.  They […]