What Is Lead Scoring? Lead scoring is used to rank sales prospects based on the perceived value each will bring to the organization. In lead
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Optimize Your Hiring Process: Why You Should Add a Writing Assessment to the Sales Interview
A candidate's prior performance is surely a top item on your checklist when hiring new sales reps. There’s no question that results are paramount, but
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Hiring “A” Players Is Most Critical in Tough Economic Times
I’ve helped launch three businesses in the middle of dire economic times. One was during the tech bust of 2000; another was during the recession of
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10 Ways To Attract Top Sales Talent
Even now, the best sales leaders are regularly being courted by a number of top companies at the same time. This is especially true in a slow economy,
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4 Reasons Why Personality Assessments are Critical to the Hiring Process for Salespeople
Reducing employee turnover rates starts at the hiring process. And a quality hiring process for salespeople must include a personality
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Are You Positioned For the Economic Rebound?
Treasury Secretary Steven Mnuchin has predicted an economic rebound “within months.” Other economists have predicted a slower recovery, but however
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Five Tips for Motivating Your Sales Reps During a Slow Economy
Sales are down right now in most industries. Hospitality and retail were the first to go; manufacturing, construction and wholesale trade followed.
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Leading a Remote Sales Workforce
Before COVID, the sales industry was already becoming increasingly remote. From 2013 to 2017, the number of outside sales reps selling remotely grew
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Best Practices for Sales Reps Working From Home
I’ve been working from home for almost 15 years. I’ve learned a lot from trial and error about the best practices for remote work. As we look to
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