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Smart Sales Talent 4 Most Popular Posts

This is the second article in our Building Sales Capability for the 2020s series. It's a foundational piece that looks at how to track progress in a sales pipeline in a meaningful way that produces accurate sales forecasts - the cornerstone metric for all effective sales organisations. Sales organisations are...
This is the first in a series of weekly posts exploring what sales and sales capability will look like in the decade of the 2020s. Specifically, the series will look at best practice for building sales capability for competitive advantage, especially in the SMB sector where firms need to...
DOWNLOAD TOOLKIT The default approach to sales hiring is to develop a high-spec salesperson profile, for a barely defined role. In other words, we go searching for a salesperson with a long number of traits, experiences and abilities, for a role that is loosely described. It perpetuates the approach that...
Even when there is no specific vacancy, most B2B firms are always looking for "good" salespeople. If you ask them what they mean by good, you'll get a wish-list that describes a wide range of activities and especially, personalities. Someone who is hungry, with energy. Someone bright and outgoing...
We’re used to classifying sales roles (and salespeople) in terms of salary level or experience or hunter versus farmer. But none of these categories says much about the impact a single person can have on a business.  There is a much more useful way to think about a sales role and...
Most employers traditionally turned to job boards or recruitment agencies when sourcing sales talent. Neither channel is producing the quality or even type of sales candidate required, especially when the roles are more senior or represent a critical sales hire. Job Boards under Pressure Job boards increasingly are producing poor-fit sales...
Curated or niche talent "platforms" tailored to serve specialist sectors, industries or professions are on the rise, as firms turn away from bloated job boards and traditional agencies. This is especially good news for sales talent acquisition and recruitment. A curated talent platform has one or all of the following...
If you read even the most mundane sales role advert the requirements to do the job are anything but mundane. You'll also notice that relatively few people could possess the number and extent of the listed qualifications. For some sales roles, this doesn't matter; the role is not as...