Joni Santos

Joni Santos thrives on connecting with clients on a level deeper than your typical consultant to develop customized business solutions that drive measurable results. With her diverse background in corporate marketing, field sales, training/development and consulting, as well as having worked in and for companies from start-ups to the Fortune 50, Joni brings a unique and well-rounded perspective to each sales effectiveness initiative. Best known for her team-player attitude, eye for detail and propensity for planning, Joni drives the delivery of high-impact client programs that are on time, on budget and on point.

Recent Posts

3 Essential Considerations When Restructuring Your Sales Team

By Joni Santos

Consider this scenario: Your company is in growth mode and has acquired several smaller players in your space in recent years. The newly combined selling organization is a mess. Not only are multiple reps calling on the same customers, but it is evident that some sellers are focused on accounts with minimal potential, while others don’t even appear to have the skills necessary to sell and deliver on your value proposition. You aren’t seeing the results you expected and are under pressure to rectify the situation before you lose more market share.

A reorganization of your salesforce is necessary, but where do you start? And how do you ensure you are making decisions that will maximize impact and not just “rearrange the deck chairs,” so to speak? 

Whether you are merging disparate sales teams into one or merely restructuring your team to compete more effectively, a reorg can be quite daunting. Truthfully, there are many “balls” to juggle when restructuring, but if you stay focused on the three essential considerations of alignmentsize, and enablement, you’ll end-up with a sales organization poised for success.

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Break Through the Proverbial Brick Wall of Sales with Transformative Thinking

By Joni Santos

Picture this – You’ve been nurturing a deal for quite some time – much longer than the average deal, as a matter of fact. It seems that no matter what you say or what you do, you can’t make headway with this new prospect.

Every meeting you schedule is moved or cancelled. Every email you send goes unanswered or is met with a combative response. Every recommendation you make adds fuel to the rapidly spreading fire of negativity and ultimately ends with a resounding, “NO!”  

You’ve hit the proverbial brick wall of sales. It’s almost as if you and your prospect are speaking different languages.

The problem may be that you really are speaking different languages. Sure, your spoken language is the same, but what about your brain language? Let me explain…

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5 Steps to Sales Onboarding Success

By Joni Santos

How can you design an effective onboarding program for sellers that accelerates their time to productivity, while reducing employee turnover? In our recent blog post, the Case for Sales Onboarding, we highlighted the sobering data around seller turnover, departure costs, recruiting costs, lost revenue, and new seller ramp time. We also emphasized the importance of establishing desired outcomes and milestones for a seller onboarding program, defining success according to five C’s: Clarity, Connections, Comprehension, Confidence, and Contribution. 

As each ‘C’ builds upon the last, you can implement them as you would follow steps in a process, recognizing that the journey may not always be clean and linear.  In this post, we expand on how to apply the 5 C's of Sales Onboarding Success.

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The Case for Sales Onboarding and How to Do It Right

By Joni Santos

The business case for good employee onboarding is nowhere more glaring than in the sales organization. Companies spend more to hire talent in sales than in any other part of the organization and also experience some of the highest turnover rates (25% to 30% annually1). When a seller leaves, the departure can cost a company between $75K to $300K each year, before considering lost revenue.1 After hiring a replacement, it takes an additional three to six months for a sales rep to become productive.

Benefits of Good Onboarding

Experts agree that a well-executed onboarding program can reduce risk, accelerate the path to productivity, and reduce attrition. CEB research on sales onboarding tells us that engaged employees are 9 times less likely to leave, and effective onboarding programs have the potential to increase employee performance by 15%. Boston Consulting Group’s study, Realizing the Value of People Management, identified onboarding as the second most important capability (after recruiting) amongst 22 HR capabilities that impact revenue growth and profit margins.2

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3 Tips to be “Intentionally Exemplary”

By Joni Santos

Are you intentionally exemplary? Do your actions and decisions reflect this quest for sales excellence?

Let’s be honest. With all of the hustle and bustle of balancing work and personal obligations, it’s easy to fall into a rhythm of “action without thought.” Go here, do that, call this client, place the order, check the box. And while it’s nice to have made it through your list of to-do’s every day, the repercussions of hasty decisions made in your robotic-like pursuit to just get things done can be quite nasty.

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Overworked, Overwhelmed, and Just Plain Over It?

By Joni Santos

Let’s face it… most of us need to work for one reason or another. Some of us like to work, some of us don’t. But regardless of your personal feelings about your current job, your sales quota, your sales manager -- we all have a basic desire to be successful, to be a rock star at something in our lives. And that desire (as well as that paycheck) is largely what drives us, pushes us, compels us to work ourselves into the ground in its pursuit, oftentimes leaving us overwhelmed.

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The Next Level

By Joni Santos

We are nearing the end of what I call May-hem. I don’t know about you, but May is always the craziest month of the year for me. It’s particularly hectic this year, because my oldest child is graduating. So, not only do we have exams, end of year activities and a serious case of spring fever, but we also have the added bonus of graduation festivities. I’m certainly not complaining about his successes; to the contrary, I’m extremely proud! But, boy, am I exhausted!

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Staying Top of Mind Unfortunately Isn’t Always Top of Mind

By Joni Santos

I’ve been “courted” recently by a company trying to win my business. After repeated attempts to contact me, I finally acquiesced and responded to an email… only because I had a very specific need at that moment, and I suspected they could help. Once we talked and I learned more about their capabilities, I actually became excited about working with them on my upcoming project. Unfortunately, their capabilities did not include follow-up skills, because although my contact indicated he would get back to me with additional options, he never did.

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The Gifts That Keep On Giving

By Joni Santos

About two months ago, my children presented their Christmas lists to me. My little girl’s list was full of dolls, books, and crafts, while my son’s list consisted merely of video games and football jerseys (both expensive items, I might add, and apparently very typical for his age). As I looked over their carefully prepared wish lists, I wondered how much of the stuff they want will ever get played with or used more than a month after they open it.

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A Disgruntled Sales Force…Perhaps the Scariest Skeleton in a Corporate Closet

By Joni Santos

BOO! Did I scare you? Probably not… but what if I was a disgruntled salesperson selling to your top customers? Just the thought of an unhappy employee representing your brand in a negative light is enough to make you scream, right?

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