Editor's Pick
New Research: The True Cost of a Bad Sales Hire
There are obvious costs and hidden costs of a bad sales hire. The true figure is startling. Using pre-hire sales assessments tools can help you manage the risk.
What Do Low-Turnover Sales Managers Do Differently?
Because high turnover rates are one of the most significant drags on sales team performance, it's vital to know what low-turnover managers do differently.
The Hero Seller Trap: Why Your Best Rep May Be Your Worst Management Hire
The future sales manager is a coach, a strategist and a talent optimizer. The era of guessing which rep will make a good manager is over.
The Promise of Using AI for Hiring And What Actually Works for Sales
The algorithm, it turns out, is just another algorithm. The key to hiring smart is to bring human judgment — properly informed, rigorously structured, and fully accountable — back to the center of the decision.
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New Focus Report: Why Donald Trump Doesn’t Lead Effectively
Many Americans voted for the billionaire president because they felt he had savvy business skills that would translate well to leading the country. In truth, he breaks many long-held, widely accepted tenets of effective leadership.
The Quiet Force Behind Every Great Sales Team
New survey data reveals that HR is the most underrated performance lever in sales — and the numbers make the case impossible to ignore.
Advice for First-Time Sales Managers
Harnessing the power of assessment tools can guide their management efforts to personalize coaching, align strengths with workload and optimize communication efforts.
Why Marketing Must Rebuild Around the Customer Journey
Marketing leaders need a different approach. The goal should not be to repair each channel one at a time. The goal should be to rebuild digital marketing around the customer journey and align execution to how customers actually make decisions.
How to Account for and Avoid Talent Leak During a Turbulent Merger
Losing the sales professionals critical to the new organization’s future adds further complications to the inherent challenges of a merger. Apply these strategies to encourage your prized closers to stay on board.
