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 […]
New solution helps sales leaders improve the capability and performance of their people faster, more precisely, and at lower cost than traditionally possible. CHARLOTTE-September 8, 2016 — Sales Performance International (SPI), a leading sales training and sales force effectiveness consulting firm, has introduced SPI-1 today. The new solution helps sales leaders, sales effectiveness directors, and […]
In this research, we examine practices essential to effective sales management hiring. In doing so, we broadly define what constitute “hiring” decisions to include deciding which internal candidates to promote, in addition to determine which outside candidates to hire as employees new to the firm.
Doesn’t matter who you are – Sales Leader, Chief Sales Officer, Chief Marketing Officer. They’re all asking the same question: “Where shall we target our development – what are the most critical competencies for the individual sellers and managers?” Use Analytics You really have to be able to differentiate what key competencies and behaviors you […]
It is widely assumed that sales managers play an important role in the success or failure of selling organizations, but to our knowledge, no empirical research has ever verified that assumption. We wanted to know with certainty if a disciplined approach to hiring and developing sales managers makes a difference in company performance, and if […]