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Scooped by
Ann Zaslow-Rethaber
March 23, 2021 10:00 AM
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Even with COVID-19 reshaping the talent marketplace, companies are still challenged to make sure the right talent is in place for long-term objectives. Talent strategy is just as crucial as financial, marketing, or operational strategies in driving future success. The ability to develop, recruit and retain the right people—at high velocity—to fill talent gaps created by the evolving business strategy is a DEFCON 1-level priority. When the Harvard Business Review recently asked 24 high-profile CEOs to name their biggest challenges, “talent management” topped that list. Having the right talent, fully engaged, in the right position with the right compensation, so their businesses can stave off competitors, has become a paramount concern for CEOs—an issue as likely to give them cold sweats at night as the prospect of missing their quarterly numbers. These leaders understand that their future success likely will be determined by an ability to transform their organizations not just once but continuously, and that rapidly recruiting or developing the right talent to drive those changes will be crucial.
Read the full article at: blog.shrm.org
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Scooped by
Ann Zaslow-Rethaber
March 22, 2021 3:11 PM
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If you’re new to sales management, you need to develop the skills to lead your team. Adding a few sales management strategies to the mix can help you motivate the team to achieve the goals you’ve committed to. In this post, we list 10 sales management strategies to consider. Expectation ManagementIs the long-term plan in your organization evolving to a remote-work business model? Your employees may cheer about not having to deal with a grinding commute. They might also miss the camaraderie of the department lunches and in-person meetings. One way to keep your team interested and engaged is to properly manage expectations. You may not yet have a date for when you can work together in the same location. But you can certainly explain the specific goals and objectives you expect them to work toward during the next quarter. And to ensure they feel accountable, ask your team members to participate in setting the goals.
Read the full article at: salesfuel.com
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Scooped by
Ann Zaslow-Rethaber
March 19, 2021 10:00 AM
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Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market. The real question to ask is whether there is a more appropriate time to make a sales transformation, so that the company can gain the maximum benefit from it, both quantitatively and qualitatively. When sales are going well... you must avoid the traps!The main issue, when sales are good, is that there is no real motivation to make changes. If the company grows and makes money... what's the problem?
Read the full article at: www.primaressource.com
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Scooped by
Ann Zaslow-Rethaber
March 18, 2021 10:00 AM
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Advancing from a sales representative into a sales manager role requires polishing your skills and presenting your best leadership qualities. When learning how to become a sales manager, there are several important steps to consider. These include: - Aligning with required credentials
- Being a leader and team player
- Knowing how to prioritize and delegate
- Delivering coaching
- Implementing effective training
- Demonstrating good communication
- Enjoying mentorship and sharing knowledge
- Identifying strengths within a team
- Executing a strategic sales plan
Each of these takes time and experience to master. While some of these are necessary to be a good sales representative, it takes extra steps to go above and beyond as a manager and acquire the skills to lead others. Exploring each of these further can help you better prepare for advancement and reach a higher level of performance.
Read the full article at: www.janek.com
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Scooped by
Ann Zaslow-Rethaber
March 17, 2021 10:00 AM
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People who go to the gym several days each week typically dread the start of a new year. The wait times for exercise machines increase dramatically and the locker rooms are suddenly packed with people. Fortunately, for the regular gym-goers, the crowds tend to disappear by late-February. The surge is thanks to the flood of people making resolutions to finally get in shape or get healthy. Most of those people likely make the promise to themselves that they’ll go to the gym each day. Yet, the novelty wears off after a couple of weeks and life somehow gets in the way. What’s unfortunate is that getting healthy and getting in shape are perfectly good goals. The issue tends to be the benchmarks people set and how they try to achieve those goals. The phenomenon is not exclusive to health and fitness resolutions, however. Millions of people set goals related to their careers at the start of the year only to give up on them after a few months.
Read the full article at: www.linkedin.com
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Scooped by
Ann Zaslow-Rethaber
March 16, 2021 10:00 AM
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Being the leader of a work team is not only about distributing or assigning activities and waiting for progress to be reported, it goes much further than that. Today more than ever, being a leader represents a great challenge for the people who perform this role. Why? Because the generations that today occupy a higher percentage of the labor market are more volatile, they jump from one job to another and when they do not like something, they do not hesitate to show their discontent, and many times, they do not do it in a professional way. And definitely, we must not drop everything on our team. As leaders we must understand that our work goes beyond directing them.
Read the full article at: www.entrepreneur.com
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Scooped by
Ann Zaslow-Rethaber
March 15, 2021 6:36 PM
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For many, it remains unclear what needs to happen to successfully address the selling challenges brought on by Covid-19.To put it bluntly, selling is more competitive than ever and it is now imperative the modern sales team makes use of every tool at their disposal to rebuild their sales funnel and help drive business recovery. So, what makes a seller successful? Mike Shea, VP Sales, Eastern U.S at Upland Software offers some golden rules used to guide successful sellers before the pandemic, and continue to be true even in a severely disrupted world. Here are five elements successful sales teams have tried and tested across the history of selling: Focus on what mattersThe pandemic has certainly forced all of us to re-examine existing assumptions and traditional ways of working, but some of the golden rules remain the same: in order to keep closing deals, you must know your customer and strengthen your partnership with them.
Read the full article at: bmmagazine.co.uk
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Scooped by
Ann Zaslow-Rethaber
March 12, 2021 10:00 AM
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Though 77 percent of executives say frontline managers are crucial in helping their business reach its goals, only 12 percent of executives actually invest in growing and developing frontline managers. How can you recruit the best candidates for the job and better develop their roles? We’re here to provide some insight with the top five frontline manager skills you should hire for. What Do Frontline Managers Focus On?Frontline managers can comprise approximately 60 percent of a company’s managers and supervise up to 80 percent of the company’s workforce. Central to your organization’s business strategies, frontline managers focus on finding efficient ways to execute those same strategies. They ensure your employees are meeting day-to-day goals that help improve your bottom line.
Read the full article at: cmoe.com
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Scooped by
Ann Zaslow-Rethaber
March 11, 2021 10:00 AM
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This article describes the 5 biggest mistakes that new sales managers make, and how to avoid them. When new sales managers were peak-performing salespeople they mastered the science of selling. But once they become a new sales manager, they often find themselves working harder but not seeing a commensurate impact on sales results. In order to once again attain mastery in their field, they must avoid making these five mistakes. New sales managers have an unclear understanding of what exactly they need to do to improve the team’s performance
Every new sales manager knows that he or she is responsible for delivering sales results that the company expects.
Read the full article at: toplineleadership.com
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Scooped by
Ann Zaslow-Rethaber
March 10, 2021 10:00 AM
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What do you consider the greatest job in the world? Maybe I'm biased, but I'm convinced I have that job. Why? Here’s what I do every day: - Talk with people who are actively engaged in sharing important information with me
- Figure out what makes those people “tick”
- Work with sales managers to understand the talents of the people they are interviewing
- Help them to hire the very best people for the job
- Focus on the unique strengths of individuals
- And, help managers to coach their direct reports to become wildly successful
And best of all, I have the privilege of working closely with some of the greatest managers out there. After all these years, I can tell you that there are 15 things that every great manager knows.
Read the full article at: blog.thecenterforsalesstrategy.com
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Scooped by
Ann Zaslow-Rethaber
March 9, 2021 10:00 AM
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One whole year has passed since the pandemic took the world by storm, splitting our lives into “before” and “after.” One year ago, most of us were only dreaming of spending more time out of the office. But today our offices have moved to our homes, making remote working and recruitment the new normal. Will this ever change? We believe not, and here’s why. Remote Work Boosts ProductivityThere are increasingly more companies hiring remote developers worldwide. Contrary to the overall expectations, working from home has skyrocketed people’s productivity.
Read the full article at: hackernoon.com
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Scooped by
Ann Zaslow-Rethaber
March 8, 2021 7:00 AM
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Leadership is a tough gig. Taking up a leadership position is one of the toughest roles we can choose but many of us enter into it without giving much thought to whether we truly want or understand all that comes with it. For some of us, leading comes naturally. For most, however, it takes significant effort and focus – even under the best of conditions. This is because leading people and organisations is not easy. People are for the most part, unpredictable and ambiguous. Organisations have to evolve, adapt and deal with change on a daily basis. As a result, leaderships is complex, can be frustrating, is undeniably time-consuming and places us under the glare of a continuous spotlight. Leadership really has nothing to do with the title or position you hold. Leadership is about action, about what you do, or just as importantly, what you don’t do.
Read the full article at: www.roffeypark.ac.uk
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Scooped by
Ann Zaslow-Rethaber
March 4, 2021 1:20 PM
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In a matter of months, COVID-19 turned our nation’s recruiting landscape from a candidate’s market to a job drought. In the midst of the pandemic, individuals are stressing about their health, more candidates are applying for remote work, and families are losing access to childcare services. In this hiring climate, in-person perks aren’t as attractive as they used to be. Talent that used to be lured by fancy ping pong tables or endless espresso are now seeking companies that will provide stable benefits and flexible work options. As applicant motives shift, so should your recruitment strategy. Here’s how to navigate recruitment marketing during the current hiring climate: 1. Spotlight SafetyDuring a pandemic, feeling safe at work is a top priority for job seekers.
Read the full article at: blog.criteriacorp.com
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Scooped by
Ann Zaslow-Rethaber
March 23, 2021 7:00 AM
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The COVID-19 crisis has changed the way businesses function, and the hiring process is no exception. Whether your company is creating new positions or filling existing slots, recruitment and hiring are going to look a lot different than they have in the past. For starters, the mindset of both recruiters and potential candidates has shifted tremendously over the course of 2020. It’s important to note that with past mass layoffs and so much general uncertainty in the world, any change in a candidate’s employment—even if they are currently unemployed or will improve their circumstances with a new position—is a big change. And hiring managers recruiting during the public health crisis should be prepared to answer some difficult questions about why a potential candidate should come to work for you. What’s your company’s unique selling proposition? How has business shifted during the pandemic? How do you expect things to change and stay the same once things start to normalize?
Read the full article at: blog.ulliance.com
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Scooped by
Ann Zaslow-Rethaber
March 22, 2021 7:00 AM
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Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021. First and foremost, create clarity about the salesperson’s role. A simple and effective way to begin to do this is to invest a little time in a KARE analysis. Is the role you are looking at primarily responsible for KEEPING existing customers, for ACQUIRING new customers, for RECAPTURING customers who have been lost, or for EXPANDING business within a current account? These are four very different priorities, and a written job description should clearly identify for you and for the sales professional exactly what the expectations are for the role in question. Next, identify the high performers on your current team. Taking the role you have just identified into account, ask yourself these questions: Who would you most want to hold on to? Who would you replicate if you had the power to do that? Who would you most want to serve as a role model to other sales professionals in your organization?
Read the full article at: www.sandler.com
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Scooped by
Ann Zaslow-Rethaber
March 19, 2021 7:00 AM
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Team leaders often focus on product details. Founders obsess over fonts. Sales managers fixate on tough-to-wrangle customers and shop owners on the minutia of shelf displays. Yet, all too often, virtually no attention is given to the fundamental driver of business success: team dynamics. Behind every choice in a startup, behind every client relationship, and behind the atmosphere of every retail shop sit teams that determine whether or not a product — or even a whole company — makes it. “One of the clearest signs of an experienced leader is the attention she pays to her people and her teams,” notes Lindred Greer, an associate professor of organizational behavior at Stanford Graduate School of Business. “Everything in a company is determined by the quality of team dynamics, and the ability to effectively lead teams is at the heart of managerial success.”
Read the full article at: www.gsb.stanford.edu
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Scooped by
Ann Zaslow-Rethaber
March 18, 2021 7:00 AM
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Remote sales teams are widespread right now due to the global pandemic. Most remote sales teams are adjusting, albeit with a few aches and pains, to the new status quo. But there are still remote teams that are struggling with the reality that the team is connected by nothing more than Slack and other assorted software. COVID-19 and Managing a Remote Sales Team – Finding that proverbial “new normal”The impetus for this article are the lockdown measures and the pivot to remote work by many businesses. It’s likely that even as the measures to contain the pandemic subside, businesses that have shifted to remote work will maintain a remote work approach.
Read the full article at: www.business2community.com
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Scooped by
Ann Zaslow-Rethaber
March 17, 2021 7:00 AM
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Whether it’s frustration from limitations in their current industry or being shaken by the instability of the job market during Covid-19, many professionals are starting over in their careers, possibly in a new industry entirely. But pivoting to a new industry isn’t as simple as mixing and matching your current skill set and hoping it fits. It’s important to examine how your current skills and experience apply to the industry you’re ready to dive into. To help you, we asked 11 Young Entrepreneur Council members to share strategies for how to do this and tips for convincing your future employer you’re qualified to make the switch. 1. Define Your Core Skills And Services To know if your previous life would be valuable to your next venture, you need to first define the core of your skill set and services and keep distilling them down to their broadest possible application.
Read the full article at: www.forbes.com
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Scooped by
Ann Zaslow-Rethaber
March 16, 2021 7:00 AM
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They start the job interview off with a smile. They talk warmly about their former employer. They have good references from reputable people in the industry. Sounds like the perfect hire, right? There’s just one problem: They haven’t done this particular job before — or in some cases, they have done it for such a short time they lack the experience the job demands. Startups can face this kind of situation a lot. It can be difficult to attract the kind of candidates you want for a number of reasons. Depending on the vacancies you have to fill, there might be high demand for certain skill sets. Salary expectations for those with the necessary abilities could be out of step with what your budget allows. And there will always be people a little nervous about joining a startup versus a larger, more established company.
Read the full article at: www.salesforce.com
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Scooped by
Ann Zaslow-Rethaber
March 15, 2021 10:00 AM
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Though Einstein may have not actually said this, it is a valuable maxim. Not everyone is going to be good at everything, so we need to find the things we are good at and be judged by those metrics. It seems obvious but we overlook it every day, especially in the hiring process. Not all questions or analyses are meaningful. Different roles require different skill sets. Different company cultures require different personalities. By not looking critically at how we evaluate candidates, we’re wasting our time and potentially burning a bridge with a strong potential employee. As a leader, you’re looking to find the person who is the best fit, which requires looking at specific metrics that are relevant to your company and the specific role. If you’re judging a candidate on their statistical analysis abilities when they’re unlikely to even open a spreadsheet in their job, you’re not getting any useful information that would indicate their potential.
Read the full article at: www.jotform.com
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Scooped by
Ann Zaslow-Rethaber
March 12, 2021 7:00 AM
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How many open positions are on your team? Open positions are an opportunity to improve the talent level. You want to make your goals more attainable and hiring top-shelf people is the best way to do that. However, building a high-quality sales team isn’t easy. It typically requires a lot of time and money to assemble a team of top performers. What if we told you that there’s a proven system that would help you get a list of great people to interview? Would you be interested? How to Obtain Qualified Sales CandidatesFirst, to get a list of qualified candidates to interview, you need to understand the qualities of the person that you need on your team.
Read the full article at: blog.thecenterforsalesstrategy.com
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Scooped by
Ann Zaslow-Rethaber
March 11, 2021 7:00 AM
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If we had a dime for every time we heard “new normal,” “unprecedented” or “uncertain times” in the past six months—well, we’d be some pretty rich quarantiners. But the truth is that when Covid-19 arrived, no one really knew that the new normal (sorry) would slowly become the norm. We still don’t have a crystal ball, but it’s pretty clear that a lot of teams and offices will be remote through the end of 2020 and beyond. Whether your sales team’s transition to remote work was seamless or tough, or somewhere in between: you’ve likely gotten into a groove. Hopefully you’ve created new processes and workflows and identified the right tools to motivate and engage your remote team so you can look toward the coming months with (a least a little) more confidence than many of us were feeling back in March 2020.
Read the full article at: openviewpartners.com
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Scooped by
Ann Zaslow-Rethaber
March 10, 2021 7:00 AM
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I've been managing and leading salespeople and advising sales organizations for over 30 years. During that time, I've identified two trends. - Sales technology and sales force automation has increased in prominence, price, and company investment.
- Sales rep productivity — the time salespeople actually spend selling — has decreased.
Research shows that today, good salespeople spend less than a third of their time selling. On the other hand, more and more time is spent managing various administrative tasks surrounding sales and demand generation. Basically, salespeople spend more time managing their sales than making them. Whether you’re a salesperson, sales executive or other investor or stakeholder in a growing organization,I don’t need to tell you the direct and collateral damage done when salespeople aren’t selling.
Read the full article at: blog.hubspot.com
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Scooped by
Ann Zaslow-Rethaber
March 9, 2021 7:00 AM
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If you’re leading a large sales organization, you’ll have several types of sales managers working for you. Your product line sales manager oversees how well a specific brand is doing and usually tracks advertising, profit and feature changes. Your field sales managers recruit, train and develop the reps that they oversee. And you may also have another level of management, known as divisional or district sales reps. What I’ve just described are some of the sales management roles in an organization. Each person in a sales management role also brings their unique behavioral or workplace tendencies to the organization. As these managers interact with their team members, they should be actively helping them increase sales and improve their skills. Sales Manager TrainingMost reps are not able to improve on their own. Their ability to measurably change their specific sales skills often depends on the type of sales manager they report to.
Read the full article at: salesfuel.com
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Scooped by
Ann Zaslow-Rethaber
March 5, 2021 7:01 AM
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Learning to inspire your employees is vital to the success of the business, the manager, and the employees. Inspired employees enjoy their jobs and love coming to work. Inspiration is a key factor in the productivity of your employees. Creating a high self-image environment is key to better performance from the team. This means removing anything that will hinder their performings, like rejection and the fear of failing. When you inspire your team for improved productivity, then performance is naturally higher. Mistakes are fewer, and the absenteeism and employee turnover are much lower. Here are some ideas to try when you want to give your staff more inspiration. 1. Show Employees Their Work Is Significant
Read the full article at: peopledevelopmentmagazine.com
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