Your Chief Sales Officer (CSO) left. Or maybe he/she needs to leave. Either way, when a new CSO is needed, use a structured approach. This position is too important to leave to some subjective thumbs-up/thumbs-down exercise. Instead, top HR and Sales leaders follow a detailed checklist of tasks. This post introduces the necessary tasks for a successful CSO search. As well, emerging practices from top sales organizations are discussed for 3 key tasks. Future posts will delve into the best practices for other tasks.
Steve LoftnessSales Benchmark Index
0 comments 453 readsPosted on 2013-11-11
0 comments 465 readsPosted on 2013-10-24
A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Make sure you know why there are vacancies so that you can keep them filled. Teams without effective sales managers lack morale and discipline. Sales forces that consistently lose (or fail to keep) sales managers are losing money. In either case, hiring/training distractions chew up valuable time better used for selling.
0 comments 798 readsPosted on 2013-10-06
This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints, you can build your 2014 plan to avoid them. I also discuss some underlying causes of the complaints that may not be compensation-related.
0 comments 677 readsPosted on 2013-07-08
Social selling is a technique being adopted by many B2B sales organizations. This technique is an emerging best practice that helps Reps make their number. Social selling addresses the increasing community of buyers that leverage social media.
However, company policies against social media are hampering many a sales team. In this post, I outline the 4 main components of social selling. I’ll explain the first component, Policy. I even provide a sample...
0 comments 1,061 readsPosted on 2013-06-20
The problem with your sales force has been diagnosed. You’ve determined the requirements of any solution. Now it’s time to outline your options – and Do Nothing is one of them. This post gives you the reasons why “Do Nothing” is not the best option. If you do nothing else, you must get “The Do Nothing Guide”. It contains 20 categories for which to consider the impact of doing nothing. Read on to see how 2 companies fared when they chose to “do nothing”.
0 comments 246 readsPosted on 2013-06-02
“Do we have a sales turnover problem that needs to be fixed now?"
HR is busy filling open Sales Rep positions. HR should be able to tell if there is turnover trouble coming. But it may not be time to identify and solve the turnover problem yet. This post helps HR and Sales decide if it’s time to fix the underlying cause. Get the Turnover Trouble Tool for help with the 13 leading indicators to watch. Three of the thirteen indicators are discussed in this post.
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