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7 Sales Interview Questions to Get the Best Reps on Your Team
7 Sales Interview Questions to Get the Best Reps on Your Team After every interview, an employer must ask themselves:  “Should I hire this person?” Or more specifically, “Will this person bring value to my team?”  Unfortunately, the cream of the crop can be difficult to pinpoint during the interview process, especially in sales. The work of a sales rep relies heavily on context. Every sales meeting and client interaction offers different challenges that require tailored judgements and responses. So, it’s difficult to judge how a sales rep candidate would actually perform in such situations through a classic Q&A interview.  The good news is, the secret to hiring the right sales rep....
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Top 6 Onboarding Tools for Your Sales Team
Top 6 Onboarding Tools for Your Sales Team Do you remember your first ever field sales role? Driving around frantically trying to find house numbers or business names in a neighborhood you’d never heard of? If your onboarding wasn’t efficient, you most likely kept this sense of disorientation for a few weeks or even months. We already know that the average new sales hire takes 11.2 months to start producing ROI. Starting a sales role is generally hard and confusing for your new reps and inefficient for the organization too. But this doesn't mean you should close the door to new hires and grads. After all, they can....
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Qualified Quotas: A Driving Force for Sales and Marketing Alignment
Qualified Quotas: A Driving Force for Sales and Marketing Alignment We are living in the age of the customer. The modern buyer has nearly unlimited access to customer reviews and product information. It does not matter if you are in sales or marketing, a customer-centric mindset is essential. To develop an organizational culture that puts the customer at the heart of everything you do both sales and marketing must align with the customers’ needs and pain points. Therefore, sales and marketing must join forces and understand each other better to optimize every step of the buyer’s journey and make it 100% customer-focused. As Jill Rowley, chief evangelist and an expert....
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7 Sales Onboarding Best Practices
7 Sales Onboarding Best Practices As many as 62% of companies consider themselves to be ineffective at onboarding their new sales hires -- is yours one of them? According to research by the Sales Management Association, it takes an average of 10 weeks of training to ramp up new sales hires. And after that, it takes 11.2 months for them to actually become productive and start giving some ROI. Couple that with the fact that the average cost to replace an “average” sales rep is $97,960 and you can see the major disconnect. Plus, companies that have good onboarding procedures improve quota attainment by 6.7%....
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The Future of Salespeople: Humans VS Robots
The Future of Salespeople: Humans VS Robots Human relationships are an essential part of sales. Many buying decisions are based on how reliable and trustworthy a sales person is in the eyes of the customer. Currently, these relationships largely rely on human interactions since technology is still not able to fully imitate human behavior. However, what would happen if salespeople could one day be replaced by robots that are twice as productive and cost half as much? The buying process is already largely automated. In fact, McKinsey estimates that, by 2020, customers will manage 85% of the relationship with a company without interacting with a human....
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