Recently I had a conversation with a SVP of Sales Operations for an organization. One of the organization’s key challenges is that too few people are making quota. Their business plan had planned for about 65% of their team making quota, but they are only at about 50%. We talked about the situation and this […]
If your organization has traditionally relied on relationships in order to sell and it’s not working for you as well as it used to, we have an idea on how to improve. I recently attended a regional forum where there were a number of sales leaders from industrial manufacturing companies talking about 3 key issues: […]
A confluence of new capabilities is creating an innovative, more precise approach to performance improvement. New approaches include advanced analytics, refined sales competency and behavioral models, adaptive learning, and multiple forms of technology enablement. However, with only 17% of sales organizations leveraging sales talent analytics (TDWI Research), it seems that most CSO’s and their HR business partners are gambling — using intuition as the basis for making substantial investments in sales development initiatives. If the gamble doesn’t pay off, then the investment is wasted. Is your sales talent aligned to your company’s strategy of increasing revenue?
My name is Dave Christofaro. I’m a Director of Global Accounts at Sales Performance International. My focus is working with large organizations to effectively improve sales performance. There can be a lot of moving parts in those types of solutions, but we help them identify and manage their way through those sales performance improvement projects. […]
Over the last two years, several companies that we’ve worked with are struggling with a consistent issue – a shortage of qualified leads for the sales organization. There are certainly plenty of demand/lead generation activities and campaigns that they’ve launched. However, they’re just not producing the leads that they hoped to produce. It’s usually not […]
If in your role, you’re responsible for the success of a sales performance improvement project, then unfortunately, the odds of success aren’t in your favor. But, we do have one key idea that will improve your odds. Data Doesn’t Lie Seventy percent of sales performance initiatives fail and don’t deliver the expected business results. Why […]
Do you have a systematic process for hiring A-players, or are you just winging it? Because their team is one of their most important assets, sales leaders have a key focus on developing their salespeople. When we ask how they figure out where to focus their development and how they’re investing in people, we find […]
Personality assessments, such as DISC or Meyers-Briggs, have an understandable appeal. They are well-known and usually inexpensive. However, according to research by I/O Psychology expert, Dr. Frank Schmidt, the predictive quality or validity of personality assessments for selecting productive sales hires is far inferior to other assessment methods. As the graph below shows, personality tests […]
At this moment, an online search for “sales hiring assessment” delivers over 46 million hits. But, here’s a dirty little secret. Most of these assessments don’t significantly improve the accuracy and quality of new hires. Statistical analysis of generic assessments indicates that they can only improve the likelihood of hiring the right sales candidate to […]
To say that markets are changing rapidly in response to many forces is an understatement. For example, we described in our recent book, The Collaborative Sale, how buyer behavior is changing dramatically as a result of easy access to information, increased globalization, the rise of Millennials in business, the shortening time of competitive advantage, and […]
Sales managers are holding onto under-performing reps because they’d rather deal with the certainty of what they have, rather than the uncertainty of trying to hire a replacement rep. Although SVP’s know this doesn’t make good business sense, we understand that hiring talented sales professionals is indeed a daunting task for managers. First, there’s a global shortage of sales talent…
The following post is in response to the Harvard Business Review Article: Ten Reasons Salespeople Lose Deals – Harvard Business Review. Dave Christofaro’s response to the article….