5 Creative Sales Motivation Tactics That Don't Cost a Dime
01/29/2019
Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don't really motivate the entire sales force -- only the top performers likely to win. And while it's good to motivate your rock stars, the top line would be better served by getting everyone striving for the prize. Download Now: Sales Performance Review Template So if monetary...

Placing the Right Salesperson in the Wrong Sales Role
01/29/2019
One of the biggest mistakes I see in sales talent management is placing a good sales hire into a position that doesn’t fit the person’s skills or talents. Nothing will squelch the fires of motivation more thoroughly than a poor job fit. Sellers become frustrated when they can’t successfully do the job they want to do. Research conducted by the Chally Group Worldwide (now part of GrowthPlay) demonstrates that as much as 65 percent of job dissatisfaction is a result of these...

You Hired the Right Salespeople. Now What?
11/29/2018
Talent issues are commonly associated with hiring.  “I can’t find anyone who meets our requirements.” “I can’t afford the talent I need in this market.”  In reality, the most common missteps occur before hiring and continue well beyond it. In this blog, we focus on post-hiring. In our  2018 Sales Talent Study ,  we noted that attrition was roughly 16%, slightly lower than it was a few years ago. However it’s worth noting that 10%...