SALES TALENTThree Steps to Help New Sales Hires Succeed
Investing in new sales hires is an expensive undertaking. According to Forrester, the cost of supporting a single sales rep is $135,000 – and that's… Read ArticleHow Much of Your Sales Team's Time is Wasted?
A big payoff awaits sales leaders who take the time to gain a clear understanding of what's going on with the sales team at the… Read ArticleRecruiting Commission-Based Salespeople
Commission-oriented compensation plans offer strong earning potential for high-volume sales reps. Often, companies structure their commission-driven reps as independent contractors, though, to improve retention, many… Read ArticlePut Your Salespeople on the Path to Excellence
This article is one of a series about sales force effectiveness, written in collaboration with experts from ZS Associates. Kelly Tousi and Torsten Bernewitz were… Read Article