Salesperson turnover rates remain one of the most challenging issues facing sales managers today. In fact, studies have found that the turnover rate in sales stands at a whopping 34%, when you look at both voluntary and involuntary leave. As you likely know, maintaining a solid sales team is quite a challenge when you have […] Read the rest of this entry 5 Things Successful Salespeople Want from Their Sales Managers
7 Tips to Improve Sales Productivity The backbone to any successful company starts at the base with its salespeople. Hiring the right people for the job is a huge part of ensuring the sales team is doing its best, but there is more to it than that. It is really about the communication between management […] Read the rest of this entry Maximizing Your Sales Team’s Performance
Is It Smart to Hire High-Drive Salespeople? The hiring process is difficult as is, so there is no need to make it more challenging and stressful by falling for hiring myths and allowing preconceived notions to rule your decision making process. When it comes to people with high levels of Drive, do you have apprehensions […] Read the rest of this entry Are High-Drive Salespeople a Challenge to Manage?
Assessing current salespeople can be a powerful benchmarking tool, especially when it is done within the context of team development and not just as a stand-alone exercise. A good online sales test can identify a multitude of problems that might be difficult for sales managers to pinpoint otherwise. By understanding the issues at hand, a […] Read the rest of this entry Should I Test My Current Salespeople?
Companies often include motivational speakers in their training systems, and a good motivational speaker can spark some fresh thinking and bring energy into the program. However, these speeches will not be a cure-all for your sales team. Unfortunately, even the most inspiring motivational speakers cannot transform a low-Drive person into a high-Drive person. Since only […] Read the rest of this entry Can a Motivational Speech Increase Drive in Your Salespeople?
The answer, for the most part, is “No.” A lot of data now shows that almost all successful salespeople who are asked to go out and develop new business share the innate personality characteristic psychologists call “Drive.” Learn why low-Drive salespeople could be hurting your sales and how to find the right high-Drive salespeople. […] Read the rest of this entry Can You Train a Low-Drive Salesperson to “Hunt” Successfully?