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Scooped by
Ann Zaslow-Rethaber
February 11, 2021 7:00 AM
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It’s true, most people are unhappy with their job. Everyone should have a job they enjoy and makes them want to wake up to go to work each day. How does that old saying go? Something like, “If you do what you love, you’ll never work a day in your life.” Well, that’s easier said than done right? Whatever career path you choose, it’s important to have the proper knowledge and skills. If the thought of snagging a brand-new job, these tips should help the process go smoothly. Decide what it is that you wantIt can be stressful trying to decide on the best career path for you. Instead of suffering in the job you’re currently in, consider creating a pro and con list about the things you like and dislike.
Read the full article at: www.bizepic.com
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Scooped by
Ann Zaslow-Rethaber
February 10, 2021 7:00 AM
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The COVID-19 pandemic has undoubtedly shaken up the financial services industry. Banks have been designated as essential businesses and have for the most part remained open, but the normal way of doing business has disappeared. Bank branches around the world are being forced to cut hours, limit the number of staff present and, in some cases, make customer visits by appointment only. While people of all ages are getting more and more comfortable doing their personal banking online, business banking customers are also turning to digital banking platforms as an alternative to in-person branch visits. Banks are struggling to keep up with this rapid shift in the types of online service offerings their clients are demanding.
Read the full article at: www.globalbankingandfinance.com
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Scooped by
Ann Zaslow-Rethaber
February 8, 2021 1:00 PM
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Learn what companies are doing to improve diversity and inclusion in the workplace.Diversity and inclusion has never been more important in the workplace than it is right now, and businesses are reviewing their internal processes to see what they can do better. Although many companies have released corporate statements on the topic, workplace diversity and inclusion requires more than a simple declaration. We reached out to small business owners to see what real changes they've made to improve their organizations' diversity and inclusion, and we found seven examples of great initiatives. What is diversity and inclusion?A diverse and inclusive workplace is one that not only represents a variety of workers from different backgrounds, but also provides the support they need to help them perform their best.
Read the full article at: www.business.com
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Scooped by
Ann Zaslow-Rethaber
February 5, 2021 10:00 AM
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Sorry to be the bearer of bad news, but a sales slump can, and will likely happen to every business at some point. One minute, your company sales are cruising along, only to be hit by stagnating or plummeting revenue. These speedbumps in growth can be caused by a variety of reasons, but business owners and sales leaders need to be able to recognize early warning signs and commit to the right steps to get back on the path to success. Too often, there is pressure to do more, when instead the approach should be on doing the right things better. Current business conditions have brought many new obstacles and distractions which have salespeople’s heads spinning as they try to determine effective next steps. The new sales landscape has also made holding salespeople accountable challenging for owners and sales leaders. If this sounds familiar, it is time to usher your salespeople into a new normal that will make them stronger and more resilient performers.
Read the full article at: tienwong.wordpress.com
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Scooped by
Ann Zaslow-Rethaber
February 4, 2021 10:00 AM
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Organizational culture can be the beating heart of your workforce or a hindrance to productivity. By focusing on it during and after the hiring process, you can ensure a cohesive, positive culture.Everyone has a job that they remember. Whether it was the laissez-faire style of a teenage summer job or a boring stint as one of many cubicle-bound office workers, the company culture that existed in those jobs significantly impacted your enjoyment or discontent of those positions. If you're a small business owner who is attempting to build a company culture, it's important to ensure your next hire fits in within that culture; otherwise, there could be potential problems later.
Read the full article at: www.business.com
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Scooped by
Ann Zaslow-Rethaber
February 2, 2021 10:01 AM
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Many of the sales leaders I’m talking with this summer are working on how to help their teams raise their games in the virtual world we’re living in. I’ve been collecting some best practice ideas that can help you and your team reclaim competitive advantage in a virtual world. Back in June (remember that distant time two months ago?), the New York Times ran an article titled “What If Working from Home Goes on Forever?” that featured an industrial robotic vacuum cleaner salesman named Josh Harcus. Josh’s company makes and leases gigantic Roombas that scrub the carpets in airports and hotel hallways until they’re nice and clean. In the pre-COVID world, Josh spent 80% of his time on the road. The routine was to ship vacuum cleaners to the potential customer’s site, fly there, do a demo for 10 minutes or so and then lease a bunch of the machines to the customer. These days, Josh is doing six to eight customer meetings a day via Zoom as a video loop of his vacuums doing their work runs in his virtual background. He’s closing as many as six deals a day.
Read the full article at: eblingroup.com
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Scooped by
Ann Zaslow-Rethaber
February 1, 2021 10:00 AM
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Whether a business faces a sales slump or sales bump in the wake of the COVID-19 pandemic, it’s difficult for sales leaders to predict what comes next. Most have already taken urgent actions, such as moving to virtual selling, redeploying sales effort, and reducing sales force capacity if faced with a badly damaged business. As circumstances continue to evolve, uncertainty persists. How should salespeople spend their time? Can a structured sales process still work? Are specialized sales roles still adding value? What is the role of incentives with so much in flux? There is a new abnormal at work right now. Sales leaders are challenging conventional wisdom as they look for answers to these and other questions.
Read the full article at: www.zs.com
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Scooped by
Ann Zaslow-Rethaber
January 29, 2021 10:00 AM
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Working in sales is a roller coaster ride, and so is managing a sales team. But considering the pivotal role of sales in a company’s success, it’s essential to contrive measures to enhance the efficacy and performance of your sales department. Around 50% of sales representatives miss their targets every year. So, what can you do to make sure your sales team delivers consistent results? Read along as we’re discussing some of the best sales team management tips for business owners and managers. The Importance of a Sales TeamSales is to businesses what water is to humans. Without sales, your business won’t survive.
Read the full article at: www.softwaresuggest.com
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Scooped by
Ann Zaslow-Rethaber
January 28, 2021 1:00 PM
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Maintaining a sales team is no simple task, particularly if you respect the value of its position in your business progress. On top of meeting target metrics, you’re additionally in charge of taking the best people on the bus, teaching them, and supporting team spirit. Then how to manage a sales team? As the sales team manager, your primary objective is to create or develop your sales business. This role comes with a lot of stress, but by developing sales teams to control best practices, you can easily set yourself and your sales crew up for success. Running a sales team is a fairly difficult job, no matter if you are a newly-promoted or a veteran sales manager. While it may appear to need relatively small effort, in case, strong sales team management is a responsibility that can be managed only with perseverance and devotion. We’ve selected some tips for you on how to manage a sales team. Why is your sales team not working at its top level?According to a study given by Hubspot, 66% of sellers are not reaching their quotas. There are plenty of causes why your sales team is not working at its top level.
Read the full article at: sokrio.com
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Scooped by
Ann Zaslow-Rethaber
January 27, 2021 10:00 AM
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As the world starts to move out of panic mode, into healing mode and back to growth, you may find yourself in need of a sales leader. There are few decisions more critical for a company than hiring the right leader for your sales organization. This role is responsible for executing your company strategy out in the market. Use these tactics when looking to hire for your next sales leader. Know what your Company needsCEOs know the importance of hiring the right sales leader. According to Leveleleven, “56% of salespeople who rated their sales organization as excellent also rated their sales manager as excellent (compared to only 3% who rated their organization as average).”
Read the full article at: pivotaladvisors.com
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Scooped by
Ann Zaslow-Rethaber
January 26, 2021 10:00 AM
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When you first establish your business, you do it all; marketing manager, human resources, product or service expert, finance analyst, sales leader, etc. But there comes a time when you want to grow your business, and you know hiring a sales leader is a step in the right direction. Here are signs it’s time to hire a sales leader. Why You Are Neglecting to Hire a Sales LeaderExpenseHiring a sales leader is expensive. According to PeopleKeep “a bad sales hire costs between 50-75% of the hire’s annual salary.” You have to factor in advertising, screening, onboarding, training and equipment costs. It’s a lot of up-front expenses that you may be reluctant to spend.
Read the full article at: pivotaladvisors.com
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Scooped by
Ann Zaslow-Rethaber
January 25, 2021 10:00 AM
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Last month, we shared some thoughts on what a new sales leader should focus on. But what can you expect from a new sales leader? In a startup environment, it can be hard to know what to expect from a new sales leader you bring in from the outside. And while I hate to say, “It depends”,…well, it depends. Much of what a new sales leader at a startup will be able to achieve will depend on the resources available, and the actual stage of the company. A “startup” can be a pre-revenue, zero customer company. Or it can be several years old, with thousands of customers and many millions in MRR. And sometimes, “startup” is a mindset embodied by a modern company, no matter its age and revenue. Also, there are different types of “new” sales leaders—new to your company, or new to sales leadership? Because that makes a difference as well.
Read the full article at: arthurventures.com
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Scooped by
Ann Zaslow-Rethaber
January 22, 2021 4:33 PM
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f you lead a “for-profit” organization, then presumably you want some of the people who work for you to sell your products and services. You may call these people advisors, solutions consultants, relationship managers, etc., but if continuation in their jobs depends on their ability to acquire new business, then they fall under our definition of “salespeople.” Here are 5 tips for creating a culture where those people can do outstanding work: Selling is advocating. Selling isn’t consulting, advising or befriending; it is advocating for a product, service or organization. If you want your salespeople to really excel, you have to make make it “OK” to sell within your organization. You need to create a culture that is proud to acquire new leads and build profits for positive business growth.
Read the full article at: salescallreluctance.com
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Scooped by
Ann Zaslow-Rethaber
February 10, 2021 10:00 AM
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Being a Chief Financial Officer (CFO) of a company can take a lot out of you. Studies show that stress keeps one in three Americans up at night. As a CFO, taking on stress is a part of the job, but how do you know when you should delegate? Knowing When to DelegateMaking it to the top isn’t any fun if you can’t share the work. Knowing when to delegate tasks is key in being in a managerial position. If you find that you are overwhelmed with work, leave certain tasks to the accountants, financiers, or other specialists on your team. Of course, you can always double check their work, but the bulk of remedial tasks will be lifted off your shoulders. When delegating, always ensure that proper protocols are met and the lower level financiers have the right clearance before giving them any secure tasks.
Read the full article at: www.bizepic.com
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Scooped by
Ann Zaslow-Rethaber
February 9, 2021 7:00 AM
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COVID-19 led to a remarkable increase in remote work. But as vaccinations ramp up, employers will soon have to decide whether they’ll continue to offer remote work arrangements once the pandemic has passed. As companies weigh the costs and benefits, there’s one factor that employers shouldn’t overlook: diversity. New data from LinkedIn suggests that offering remote jobs may make it easier to build more gender, educational, and generational diversity into your workforce. Compared to men, women are significantly more likely to apply to remote jobs. A job seeker’s education and age can also make them more or less likely to seek out remote jobs. Read on to see which groups are most likely to be interested in a remote job — and learn how remote applicants may have different priorities than most when it comes to considering a potential employer.
Read the full article at: business.linkedin.com
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Scooped by
Ann Zaslow-Rethaber
February 8, 2021 12:32 PM
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The role of the CFO has always been unique. CFOs are expected to strike a perfect balance between leadership, finance, strategy, and analytics — all with a healthy layer of governance and automation for good measure. That’s a tall order, but it’s in pursuit of scaling while creating repeatable, dependable processes in the tech stack. Commendable, no doubt. However, responsibilities are changing. Now more than ever, finance leaders must step up to guide companies toward sustainable success. In fact, 81% of CFOs now see identifying areas of new value as a primary responsibility. With routine tasks being replaced by payments automation, invoice automation, and other automated payment systems, CFOs find themselves with the bandwidth to position finance teams in more meaningful ways.
Read the full article at: chiefexecutive.net
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Scooped by
Ann Zaslow-Rethaber
February 5, 2021 7:00 AM
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It can be hard to know which skills you should be looking for. Here are the employee skills business owners say are the most valuable.Finding a good employee goes beyond looking for someone who is up to date with hard skills like coding or technical expertise. You also need to look for someone who has the soft skills that communicative, positive, engaged employees possess. We asked small business owners for their insights on what to look for in a job candidate and how to determine if an applicant has the skills you need.
Read the full article at: www.business.com
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Scooped by
Ann Zaslow-Rethaber
February 4, 2021 7:00 AM
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Only about 7% of CFOs sit on company boards, but that could change as corporate leaders make good on pledges to increase boardroom diversity. They may look to add directors who bring not just fresh racial, ethnic or gender perspectives, but in-demand skills like finance and accounting to the mix. "Board diversity is something whose time has evolved to come," Byron Loflin, global head of board engagement at Nasdaq, said in a U.S. Chamber of Commerce webcast this week. "Demand is on the rise." Corporate leaders have been talking for decades about broadening board diversity, but the effort took on new urgency last year with the rise of the Black Lives Matter movement and the growing importance of companies adding environmental, social and governance (ESG) values to their profit goals.
Read the full article at: www.cfodive.com
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Scooped by
Ann Zaslow-Rethaber
February 2, 2021 7:00 AM
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If you’re looking to add a top sales performer to your team that has the skills, knowledge, leadership, drive, values, and forward-thinking to help take your business to the next level, there are measures you can take to make sure you avoid common hiring pitfalls. Believe it or not, interviewing and hiring, especially at this level, is one of the biggest risks your company can take.
I have broken down preparations to hire into three foundational steps to ensure you effectively define, seek-out, screen and secure top sales performers. These measures will be essential at any time, but especially going into 2021 when there are many unknowns possibly instore for market conditions. Be careful not to shortcut these best practices or you risk paying for it 10-fold in the form of costly sales turn-over and just as importantly, loss of precious time.
Read the full article at: tienwong.wordpress.com
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Scooped by
Ann Zaslow-Rethaber
February 1, 2021 7:00 AM
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If the Wolf of Wall Street, Glengarry GlenRoss or Jerry MaGuire are to be believed, salespeople are only motivated by money. Surely that’s why they’re in the profession in the first place - to hit the targets and bring in the big bucks? They hunger for it. They would step on their grandmas for it. They want you to show them it. And, yes, in a study of more than 2,000 salespeople conducted by Barnett Consulting (Money Motivation in Sales People), 74% said their primary career motivation is money, while less than 25% disagreed with the statement “my most important goal is to make lots of money”. The report goes on to say that companies that put less emphasis on money are likely to attract less money-motivated people, which sounds like the antithesis of a good sales rep whose primary goal is, after all, to generate revenue. But it’s not the only motivator.
Read the full article at: salesenablementcollective.com
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Scooped by
Ann Zaslow-Rethaber
January 29, 2021 7:00 AM
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“Nothing happens in business until something gets sold”—this quote by legendary American industrialist Thomas Watson demonstrates how sales is the most important part of your business— no matter which industry you operate in. You could have a great product but what really matters is how you sell it. And for that, you need a great sales team. Read on as we dive deep into the the best sales structure to follow, how you can go about setting up a sales team and sales team management tips. The Sales Team Structure The way you structure your sales team is crucial. As a sales leader, it is your responsibility to clearly establish sales roles and responsibilities that fits your organization and culture best.
Read the full article at: www.freshworks.com
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Scooped by
Ann Zaslow-Rethaber
January 28, 2021 12:50 PM
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The world of virtual business, including virtual selling, is here to stay. It’s an adjustment, but there’s no doubt that it’s happening. With the onset of the COVID-19 pandemic, corporations have seen the ongoing value of working from home (WFH), and 74 percent of CFOs have already indicated that WFH will become part of their staffing strategy moving forward. To increase sales, tactics have to evolve to suit the new world of virtual work, and using outsourced support for B2B selling can help. Understanding the Virtual WorkplaceAlong with more employees working remotely, corporate priorities and structures are evolving.
Read the full article at: impact.marketstar.com
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Scooped by
Ann Zaslow-Rethaber
January 27, 2021 7:00 AM
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Sales team managers need to implement a number of strategies to boost the performance of their representatives. With a number of other business aspects to consistently monitor, deploying the top sales team management strategies can seem difficult. However, practicing the best strategies improves your employee morale, drives better results, and encourages the exchange of ideas. When properly followed, management strategies can even reduce employee turnover. Luckily, there are dozens of sales rep management strategies to choose from. If you are interested in the top methods to drive improve sales results, read on to learn about the top successful sales team management strategies that boost representative performance. Improve Coaching OpportunitiesStrategic sales managers need to constantly improving their coaching opportunities in order to improve the performance of their representatives.
Read the full article at: businessfirstfamily.com
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Scooped by
Ann Zaslow-Rethaber
January 26, 2021 7:00 AM
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If you are like most inside sales managers, handling the day-to-day operations and achieving your goals is a battle. First, you have to hire the right salespeople. Then make sure that sales reps are trained properly, performing well, and accurately reporting information. In the meantime, you’re constantly dealing with the pressure of replacing under-performing sales reps, and in the middle of all that you need to ensure you’ve got the right sales strategies and the right tools in place so that your inside sales organization runs efficiently. Whew! That’s exhausting. So when you’re managing an inside sales team, how do you find time to breathe but still ensure that your team is achieving maximum productivity and running efficiently? Research shows that fifty-five percent of salespeople would rather be doing something else than working on the sales floor. So hiring the right candidates is half the battle.
Read the full article at: www.vanillasoft.com
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Scooped by
Ann Zaslow-Rethaber
January 25, 2021 7:00 AM
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Your employees are the lifeblood of your business. The contributions of passionate and engaged team members can help achieve your vision and build your brand. Disengaged employees, however, have lower productivity levels and higher rates of absenteeism, resulting in a “loss” of about 34% of their annual salary. In other words, a complacent, apathetic employee will be actively losing your business money. Adding more fuel to the fire, Investopedia estimates that recruiting, hiring and training a new employee can easily cost one and a half to three times that hire’s annual salary. As such, making sure you hire the right talent from the very start, is essential for your company’s long-term success.
Read the full article at: www.forbes.com
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