The 3 Essential Dimensions of Sales Hiring 0
Successful companies are maniacal about customer service. Organisations that do everything they can to delight customers will keep their churn rate low, build strong brand recognition and attain a strong bottom line. However, while many organisations spend a great deal of time and money on resources, systems and facilities to take care of customers, they often…
5 Sales Acceleration Technologies That Drive Sales and Marketing Alignment 0
Oil and water. The Hatfields and McCoys. Sales and marketing. Too often these two revenue-generating groups are in conflict with each other. You know how the battle goes. Sales complains that marketing is not producing enough quality leads. Marketing fires back that sales isn’t working the supplied leads hard enough. The gloves come off and between…
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The Science of Sales Hiring: How to Predict Sales Success 0
When you’re hiring sales reps, how do you evaluate crucial attributes like ambition and resilience? Traditionally, sales managers consider a candidate’s track record, such as experience, education and GPA. But this standard resume information is not a reliable indicator of future success because it doesn’t measure a person’s internal drive or ability to overcome adversity.…
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How to Use Data-Driven Hiring Like the Navy SEALs 0
For years, the Navy SEALs have had a problem: recruiting and retaining top talent.
In the early 2000s, the Navy SEALs were asked to increase personnel by 15 percent. The task seemed impossible considering their training regimen had a dropout rate of 67 percent.
Traditional recruiting channels, such as high school and college football players, didn’t seem to be supplying top-caliber candidates, so the Navy commissioned a study to determine what backgrounds and experiences their top performers have.
The results were surprising. If a candidate had spent countless hours swimming in a pool during water polo matches or if he was an avid rock climber or mountain biker, he was more likely to be a top-performing SEAL. In addition, believe it or not, if he played chess, his odds of being a top performer tripled.
Data-Driven Hiring: Assess Sales Talent Before the Interview 0
As the use of Moneyball tactics grew within the Oakland organization and in other big-league baseball clubs, the job of traditional scouts changed. Metrics did not eliminate the need for scouts, but clubs needed fewer and used them in different ways. Today most companies review resumes and then subject candidates to as many manager interviews…
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3 Rules for Hiring Truly Driven Salespeople 0
How often do you hire sales reps who don’t live up to expectations?
A typical sales leader gets hiring right about 50 percent of the time. So, only 1 out of 2 reps you hire will turn out to be good.
You can actually place a dollar amount on your mistakes. It probably falls somewhere between $1.3 million and $2.6 million, if you manage an average-size team of 14 salespeople.
Obviously, that’s not a pretty number. The good news, though, is that you can dramatically improve on that number by hiring truly driven salespeople.
Sounds simple, right? Everybody tries to hire sales reps with drive. But how do you define and evaluate drive?