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Scooped by
Ann Zaslow-Rethaber
June 22, 2021 1:33 PM
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Hiring the right salesperson for your team can be a hassle. They can have all the right experience, results, and seem like an ideal fit during an interview. But, there are few things worse as a sales leader than investing time, money, and energy in hiring someone only to realize down the road that they’re likely not cut out for the role. The good news? You can take a few preventative measures to better your chances of hiring the right fit for your team.
1. Get Clear You need to know what you want if you’re going to have any chance finding who you want.
Read the full article at: www.engageselling.com
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Scooped by
Ann Zaslow-Rethaber
June 21, 2021 7:00 AM
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It is fair to say that 2020 shook recruitment (along with most other sectors) to its core. Accelerated by the COVID-19 pandemic, changes to the recruitment industry that were expected to take years have happened in mere months. But now that we are almost halfway through 2021, are these changes likely to stick around? Out of necessity, many employees were forced to work from home for the majority of last year. But this necessity has created new opportunity, with many companies realizing business can carry on, as usual, no matter where their teams are based. Now, many organizations are adopting an increasingly hybrid approach to the workplace.
Read the full article at: theundercoverrecruiter.com
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Scooped by
Ann Zaslow-Rethaber
June 18, 2021 7:00 AM
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Companies with strong work/employee cultures don’t happen by chance. Instead, they deliberately place high value on making sure team members can bring their entire selves to work. A great many Millennials and Gen Z members no longer see a job as a means to simply get a paycheck, but as an integrated part of their lives. So, creating strong links to an individual’s purpose benefits both them and the company alike – and could be the very thing that differentiates an organization in a time of post-pandemic uncertainties. According to McKinsey & Company, companies with strong culture generate three times higher total return to shareholders than those that don’t. Take a stance on purposeAs leaders continue organizing for the post-Covid future, they are beginning to understand that purpose can no longer be relegated to high-level intentions or catchy slogans. Many are grasping that the great challenges of our time — such as climate change, wealth inequity and disintegrating trust in institutions — are, in part, a by-product of what’s often considered a winner-takes-all economy.
Read the full article at: www.entrepreneur.com
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Scooped by
Ann Zaslow-Rethaber
June 17, 2021 1:03 PM
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When your business begins to take off, it is necessary to start expanding your team to cover all the important roles. Some of the most crucial roles that help your business succeed belong to the sales team. These staff members are responsible for boosting your company’s sales and ensuring that all your products and services are noticed and procured by your target market. But finding the best salespeople could be challenging. You need to ensure that the people you will include in the team possess the right characteristics needed to fulfill their duties. Sales recruitment needs proper strategies so you can get the best people for your company. But how will you determine if you hired the right people? Here are several characteristics that you must look for when hiring the best recruitment team for your business.
Read the full article at: www.pixelproductionsinc.com
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Scooped by
Ann Zaslow-Rethaber
June 16, 2021 10:00 AM
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What is a team?In nearly every organisation, you will find that work functions require teams. We have sales teams, marketing teams, IT teams, temporary teams, project teams – the list goes on. The group of leaders at the top are usually referred to as the executive or leadership team. In this uncertain and rapidly changing environment teams are becoming ever-more dynamic in their structure. A team can be defined as a group of people with complementary skills who work together to accomplish something beyond their individual self-interests. The belief that working in teams makes us more creative and productive is so widespread that when faced with a challenging, new task, organisations are quick to assume that teams are the best way to get the job done.
Read the full article at: www.globalbankingandfinance.com
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Scooped by
Ann Zaslow-Rethaber
June 15, 2021 10:00 AM
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In the world of recruiting, misconceptions often run rampant when talking about executive search firms. Despite the value that dedicated providers bring to the table, many organizations continually question whether outsourcing a high-level executive or C-suite search is worth the cost, according to a new report by TalentRise. “To educate our audience on the advantages of aligning with a proven executive recruiting firm, I’m here to disprove some of the most common misconceptions about executive recruiting,” said Pete Petrella, the report’s author. “Here are four of the most common myths related to executive search firms—and why they are all untrue.” Myth No. 1: Anyone can execute an executive search by using a job board. With an abundance of digital job boards available on the market today, many companies assume that posting their position to a site like ZipRecruiter or LinkedIn can help discover their next executive hire. “What these organizations fail to realize is the amount of behind-the-scenes work that goes into an executive search,” said Mr. Petrella.
Read the full article at: huntscanlon.com
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Scooped by
Ann Zaslow-Rethaber
June 14, 2021 10:00 AM
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Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). Improving your team’s skill set is a largely objective process. By evaluating current performance metrics and comparing them to a successful end state, you can diagnose what areas need improvement and act accordingly. But motivation is far harder. Not only are there are many external factors that affect motivation, every person requires different incentives and motivational tactics.
Read the full article at: blog.hubspot.com
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Scooped by
Ann Zaslow-Rethaber
June 11, 2021 2:59 PM
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An article from OpenView Ventures found that north of 25% of sales reps will fail in their role. HubSpot found that it takes 18 or more calls for the average salesperson to connect with the average lead. Further, callback rates are south of 1 percent, and less than one in four sales emails are ever opened. Suffice it to say that effective B2B sales is an uphill battle. As you begin putting together your high-impact sales team, here are five key steps sales leadership should keep in mind. 1. Hire Quality Salespeople from the Outset—and QuicklyAs you begin to scale, it is critical that you hire high-quality people from the get-go. Every week that passes without your adding a new account executive to your team is another week where your competitors are making inroads against you.
Read the full article at: salesnerds.atriumhq.com
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Scooped by
Ann Zaslow-Rethaber
June 10, 2021 10:00 AM
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The coronavirus pandemic may have put many things on pause over the last year, but the need to grow your business wasn’t one of them. With so many potential changes on the horizon, building the best executive leadership team has never been more important. How have talent acquisition and executive search adapted to the new normal? How can you use that to your company’s advantage? I’m a member of an entrepreneurs group, and we’ve been trying to figure out the most effective method for finding the best execs. When doing some followup research on a Forbes article about top executive research firms, the methodology of one of the listed firms, N2Growth, caught my attention. I think it’s going to be key to helping many companies navigate the new market paradigm. In this article, I’ll share some of their methodology, while offering my own perspective as an entrepreneur. Landing game-changing talent is critical to the future of any business. To stay competitive and move with the trends, business leaders should take the following steps in their next executive search.
Read the full article at: www.forbes.com
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Scooped by
Ann Zaslow-Rethaber
June 9, 2021 7:00 AM
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Ronald Reagan once said, “The greatest leader is not necessarily the one who does the greatest things. He is the one that gets the people to do the greatest things.” As sales managers, we may not be leaders of the free world, but we are uniquely positioned to influence and empower our sales teams to attain greater levels of success. It’s been demonstrated again and again that the real key to building a great sales team is great sales management. Through our work with successful sales organizations across the nation and globally, we have discovered a set of skills and characteristics that the most effective sales managers all have in common. Need to know how to hire a sales manager? The following 16 skills are what set highly effective managers above the rest, enabling their teams to achieve above-average results and their organizations to succeed.
Read the full article at: www.salesforce.com
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Scooped by
Ann Zaslow-Rethaber
June 8, 2021 7:00 AM
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Let’s start with a fact: lemons can’t sell. However, so many of us keep hiring them and, let's be honest for a moment, we’ve all hired them at some point in the past! In fact, I would hazzard a guess that one or two of you reading this blog have a couple in your sales-force right now! So, in this brief article, I will try and give you a guide to 'lemons' and cover: So, starting with point 3 first, what do you do if you have already hired a lemon? The most important point here is that you recognise poor sales performance and do something about it – immediately! The cost of a poor performing sales executives goes far beyond the missed targets, which is the side of under achievement you first see.
Read the full article at: www.greatadvertising.co.uk
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Scooped by
Ann Zaslow-Rethaber
June 7, 2021 1:34 PM
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Attracting and retaining top performing executives is the true lifeblood of successful organizations. Yet identifying and attracting them can be a challenging endeavor. Top performers, in leadership roles, will deliver about 50 percent more than the average and will improve their organization’s competitive position. But according to McKinsey & Company, 82 percent of Fortune 500 executives don’t believe that their companies recruit highly talented people. There are many reasons organizations do not target A-Level talent: lack of resources, concern about internal pay inequities, lack of managerial confidence, chemistry/fit, etc. Organizations of all types, however, must strive to both attract and retain talent that will improve their competitive position, said Walter Baker, managing director of Cornerstone International Group, in a new report. “Specifically, organizations must develop and embrace a strategy that supports the hiring of talented executives,” said Mr. Baker. “They must live the concept that a rising tide floats all boats…that to win in the market they must accept new ideas, concepts, and recruit and retain top talent.”
Read the full article at: huntscanlon.com
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Scooped by
Ann Zaslow-Rethaber
June 4, 2021 7:00 AM
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Most business leaders have grown accustomed to the comforting concept of “normal” market conditions. Today, when these leaders talk about the “new normal,” they are usually talking about the anticipated return to something closely resembling previous market conditions – a predictable status quo that will allow them to focus on administering and fine-tuning various elements of the go-to-market strategy. When we think about recovery, we, too, may think about the days when we had a high degree of confidence that our basic assumptions would stand unchallenged. Charting a path on the roadmap to recovery in the current environment will depend, increasingly, not on skills that brought us success in the past, but on a very different set of capabilities to help us to navigate the future. With that shift in required skillsets and capabilities comes a period of major disruption.
Read the full article at: www.sandler.com
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Scooped by
Ann Zaslow-Rethaber
June 21, 2021 10:00 AM
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“How do I build a great sales culture at my company?” I get that question often from small business owners. And what I always share is that it starts with your leaders. When hiring for sales leadership roles, you have to think well beyond just promoting an experienced account executive who can drive opportunities. What you should really be looking for is a leader with the skills and upside to run a business. Let’s take a deeper look at what you should keep an eye out for in sales leadership: 1. Emotional intelligenceSales leaders are essentially arm-chair psychologists. They need to be able to connect with people and understand what makes them tick. They must inspire their team to learn and give positive feedback that motivates. It’s very hard to find and hire people who have emotional intelligence already. It’s even more challenging to try to teach it.
Read the full article at: www.salesforce.com
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Scooped by
Ann Zaslow-Rethaber
June 18, 2021 10:00 AM
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What has changed for your organization since the beginning of 2020? Now more than ever, employers must be more empathetic, flexible, and transparent as the workforce navigates through this sudden work-life blend reality. An article from The Atlantic shares that when the pandemic is officially over, one in six workers is projected to continue working from home or co-working at least two days a week. Another survey conducted by Upwork found that one-fifth of the workforce could be entirely remote after the pandemic. What do these statistics mean for your organization, and how do you plan to adapt? 5 Common (but Fixable) Causes of Employee TurnoverWith so much change in the workforce, a strong company culture helps employees feel grounded and secure. Company culture and employee engagement are critical for increasing productivity, reducing employee turnover, and retaining key customers. Gone are the days when talented employees left solely because of pay. Study after study shows that many factors that contribute to employee turnover.
Read the full article at: blog.thecenterforsalesstrategy.com
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Scooped by
Ann Zaslow-Rethaber
June 17, 2021 2:00 PM
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There’s one word that makes C-level executives, human resources departments, operations personnel, sales teams and financial staffs shake with fear: Turnover. When a new hire doesn’t work out, stress ripples throughout the organization. When it happens more than once or repeatedly, the effects quickly become a tidal wave of profit loss, decreased employee engagement and revenue growth. Turnover affects almost every aspect of a business. And yet these tangible costs, substantial as they may be, really only represent the tip of the iceberg. Hiring mishaps can hurt morale, productivity, brand image and customer relationships. If your company acquires the reputation of having heavy turnover, it will be challenging to attract good applicants, hurting your future.
Read the full article at: nancy-rubin.com
In the world of recruiting, misconceptions often run rampant when talking about executive search firms. Despite the value that dedicated providers bring to the table, many organizations continually question whether outsourcing a high-level executive or C-suite search is worth the cost, according to a new report by TalentRise. “To educate our audience on the advantages of aligning with a proven executive recruiting firm, I’m here to disprove some of the most common misconceptions about executive recruiting,” said Pete Petrella, the report’s author. “Here are four of the most common myths related to executive search firms—and why they are all untrue.” Myth No. 1: Anyone can execute an executive search by using a job board. With an abundance of digital job boards available on the market today, many companies assume that posting their position to a site like ZipRecruiter or LinkedIn can help discover their next executive hire. “What these organizations fail to realize is the amount of behind-the-scenes work that goes into an executive search,” said Mr. Petrella.
Read the full article at: huntscanlon.com Read the full article at: huntscanlon.com
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Scooped by
Ann Zaslow-Rethaber
June 16, 2021 7:00 AM
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It may seem counterintuitive that despite the pandemic — or perhaps because of it — a surprising number of people are considering a voluntary career move. They may be motivated by an increasing sense of dissatisfaction with their present position or, on a more positive note, they may be identifying new opportunities as business leaders look to transform their industries and the way they operate and bring on new talent to achieve these goals. “The reality is that, as a job seeker, you’re either running from something or toward something,” concluded a new report by Bert Miller, chief executive officer of Protis Global. “It’s important to understand what’s inspiring your search, in order to ensure your next move sets you up for greater success and satisfaction.” Before you embark on this path and invest time and energy into a job search, said Mr. Miller, ask yourself these questions: Are you frustrated with something? Perhaps your boss, your pay, or the particulars of your role? Is there a different industry you feel drawn towards? What objective are you hoping to achieve both immediately and long-term?
Read the full article at: huntscanlon.com
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Scooped by
Ann Zaslow-Rethaber
June 15, 2021 7:00 AM
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In the previous article, we talked about how to hire a phenomenal sales team. However, hiring sales representatives is no piece of cake and mistakes are bound to happen. As a sales honcho, you need to be extremely cautious and prudent while onboarding new sales personnel because wrong hiring decisions can jeopardize your sales. As the saying goes, one rotten apple can spoil the whole barrel. Likewise, the risk of hiring the wrong person is high, and the cost even higher as they can leave a lasting negative impact on the company name as well as on the revenue. There is no guaranteed process for successful recruitment, but if you're thinking about hiring sales reps, avoid these sales hiring mistakes and start hiring smarter. Sales Hiring Mistake #1: Inaccurate Job DescriptionHiring a candidate based on a poor job description is a mistake many sales managers make.
Read the full article at: www.incentivatesolutions.com
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Scooped by
Ann Zaslow-Rethaber
June 14, 2021 7:00 AM
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In sales, you are only as good as your last deal. Every day, week, month, or quarter is a fresh start where, once again, your team needs to gear up and deliver. Great sales leaders are able to push or pull a team whether they are at 120% or at 50% of their goal, and they are able to recruit and maintain high-performing sales teams over a long period of time. There is no silver bullet for sustaining a high performing sales team, but here are a few things that I think are important: You win the battle on the battlefieldAny great sales leader has had to be a top self-contributor in the past, which means that she or he has what it takes, and, deep inside, loves the kill.
Read the full article at: thenextweb.com
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Scooped by
Ann Zaslow-Rethaber
June 11, 2021 7:00 AM
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Sales is a cutthroat industry that can be incredibly difficult to succeed in. One key element of any sales team is an effective sales leader – they can mean the difference between teams struggling to hit their quotas and consistently exceeding them. A strong leader can identify strengths and weaknesses in their team, motivate team members to improve morale, train sales reps, and help the team stay focused on their goals. But how do you know whether the head of your team is an effective leader? Or, if you’re the leader of your team, how do you know if you’re leading as best you can? Here, we’re going to identify some of the key traits for effective sales leadership. We’ll discuss what these characteristics are and how they can lead to better results on an individual and team level.
Read the full article at: mailshake.com
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Scooped by
Ann Zaslow-Rethaber
June 10, 2021 7:00 AM
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There’s no denying that good employees are an essential force for many businesses that want to drive more revenue. If that’s the case with your company, you’ll also need first-class sales people along with the right tools and zeal. And although having a sales team is great, a good leader that will ensure the company succeeds. To beat the competition, acquire more customers, and gain more revenue, you need a Vice President of Sales (VP sales). The vice president should be intelligent, hardworking, and ready to lead the company to success. On that note, we are here to show you when is the right time to hire a VP sales, how to hire one, and the qualities to expect from a prospective employee. If you are as excited as we are, then let's get moving!
Read the full article at: www.mansfieldsp.com
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Scooped by
Ann Zaslow-Rethaber
June 8, 2021 10:00 AM
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In 2020, companies in virtually every industry had to turn their sales strategies on their heads. Account executives accustomed to wining and dining clients had to find new ways to build rapport virtually. Sales managers had to learn how to motivate and manage their teams remotely. Companies had to figure out how to educate prospective customers earlier in the buying process. It’s easy to see why the tumult of 2020 complicated the already challenging task of setting sales priorities and goals for 2021. While sales forecasting always comes with some level of educated assumptions, 2021 holds more unknown variables than most years in recent history. Consequently, executives are left wondering how long the pandemic will last, how their sales will be impacted, and when business will go back to normal (or something resembling it). The Key Ingredients to a Strong Sales TeamThe importance of leadership in sales and having a strong team can’t be overstated. Every team member has to be aligned and working toward your company’s success. On top of that, they all must be adaptable enough to pivot their strategies and processes and engaged enough to learn new skills and technologies.
Read the full article at: www.destinationcrm.com
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Scooped by
Ann Zaslow-Rethaber
June 7, 2021 2:36 PM
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Sales managers hold great responsibility, but there’s no need to feel intimidated. You’ve earned this role—now it’s time to get out there and kill it. Good leadership comes in many forms and you’ll quickly discover what leadership style works best for you and your team. As the leader of a sales team there are many things you can do to maximize output in a way that will build respect and camaraderie. This begins with getting your sales reps to believe in you as a leader that can help them accomplish the overall company mission and their personal goals.
Read the full article at: blog.close.com
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Scooped by
Ann Zaslow-Rethaber
June 4, 2021 10:00 AM
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In order to cultivate relationships with existing clients and expand the influence of your brand, you need talented, dedicated salespeople out there generating excitement about the work you’re doing. But sales is a high-pressure industry, and most departments see a significant rate of attrition and new hiring every year. Reducing turnover rates is essential if you want to get the most out of your team and foster the kinds of deep relationships that drive long-term success, so if this is an issue for your sales department, here is a 4-point plan that can help you build a resilient, tight-knit team that will deliver results.
Read the full article at: www.entrepreneurshipinabox.com
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