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sales manager interviewing a sales candidate
Sales Interviewing & Hiring

The Sales Manager’s Interview Guide [Updated 2024]

Navigating the sales interview process to source top talent is a pivotal yet frequently overwhelming responsibility for managers. Without thoughtful structure, critical factors get overlooked when assessing candidates in the moment. This leads to making misinformed hiring decisions that negatively impact sales results and turnover rates. Establishing and executing sales interview techniques tailored to reliably identify competencies proves essential. This guide provides a strategic framework to optimize your sales recruitment best practices from first screening calls to final round interviews. We empower managers with the tools to qualify skills, mindsets, and fit accurately and efficiently. Learn to craft structured inquiry
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Sales Management Strategy Building
Sales Management

20 Key Sales Management Strategies to Lead Your Sales Team to Success

Is your sales team underperforming? Are they lacking the motivation to improve their performance? If the answer to these questions is “yes,” then know your team is not alone. According to a survey done by Hubspot, 66% of salespeople are not reaching their quotas. There are a number of reasons why your team is not performing at its peak level. Here are some of the top ones: The list goes on and on. There are a seemingly infinite number of reasons why your sales team is struggling to reach the success that both you and they want. Not only is
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Intelligent Questions to Ask Your Salespeople After Each Sales Call
Sales Management

6 Intelligent Questions to Ask Your Sales Reps After Each Sales Call

One of the most crucial keys to your sales reps’ success lies in analysis and review, which is an important part of managing sales teams. By analyzing details from each call, you equip salespeople with actionable insights to refine their approach, boost skills, and ultimately close more deals. The key is asking thoughtful questions to ask your sales team, to uncover what’s working well, areas for growth, and how you can better support them. This level of personalized feedback and coaching is proven to keep reps engaged while advancing their selling abilities. That’s why leading post-call debrief questions to ask
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astering the Art of Sales Management
Sales Management

Mastering the Art of Sales Management: Strategies for Success

Have you ever tried to figure out what makes a great sales manager “great”? While most people assume that it’s all about securing deals and meeting quotas, it is much more than that.  Leading a sales team effectively involves wearing many hats and a variety of skills, as well as an operational understanding of the field. Our goal here is to cover as many aspects of sales management as we can, and even offer some insights and guidance to help you succeed in the role of a sales manager.  The art of sales management is more than simply crunching numbers.
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Commissions incentives payment plans
Sales Management

7 Types of Sales Compensation Plans to Boost Employee Morale and Performance

Sales compensation plans are a great way to improve employee morale and boost employee performance. However, it’s critical to use the right sales incentive strategies to properly motivate staff. You must choose the types of sales compensation that resonate most with your employees.  In this post, we’ll look at seven sample plans and examine how to choose the best option for your company.  What Are Sales Compensation Plans? Also known as sales commission plans, these programs aim to increase sales productivity. Some might have the goal of general employee performance improvements for departments outside of sales. However, most are a
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Underperforming Salespeople
Sales Management

How To Handle Underperforming Salespeople

Do you know how to handle underperforming salespeople like an expert? Can you confidently help your team reach their full potential so that your business can continue to grow?  When sales team productivity drops, it is time to take a look at why. Anyone can have a bad day, but when salespeople regularly fail to meet expectations, it becomes a problem. Below, we will provide some insights to help address this.  Lastly, don’t forget to try the DriveTest® assessment to test the sales personality of each candidate before you hire them so you never end up with another bad sales
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