Jockeying for Sales Talent in a Job Shopping World

By Per Torgersen

4.6, 4.5, 4.3, 4.2, 4.1.  These may look like judges’ scores in an athletic competition, but these figures actually represent a sampling of recent US unemployment percentages, which have been steadily declining for some time.  The most recent unemployment rate of 4.1% is the lowest in 17 years.  While this is encouraging for job seekers, it is worrisome for employers seeking to attract and retain strong sales talent to hit their revenue targets.

Headlines like these…

“Employer’s Hustle to Retain Job-Hopping Workers”

“Companies Seeing a Significant Increase in Employee Turnover Rates”

“US Workforce Expected to Experience Massive Shift” (thousands of baby boomers retiring daily)

… are forcing employers to re-think their attraction and retention strategies.

For those wanting to attract employees with bachelor’s degrees or Millennials, the situation is even worse, with unemployment for college grads only at 2.0% as of October 2017, and Millennials (and now Generation Z) coming into the labor market with very different expectations regarding their jobs and careers than previous generations.

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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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Why Leaders Are Failing At Managing Their Generationally Diverse Sales Teams

By Erica Abt

Have you ever heard an experienced sales manager complain about the “young sellers” on their team who demand inordinate attention and TLC, lack accountability, and quickly jump ship to a new and exciting roles elsewhere?

The topic of Millennials and their prevalence in the work place is not uncommon and while many seasoned professionals complain about their insurgence, I rarely hear of helpful tips or useful recommendations of how to successfully manage these “odd creatures”.

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Economy Finally Bouncing Back? Buh–Bye… The Coming Exodus of Sales People

By Per Torgersen

It is mid-2013 and the tenuous, yet positive, economic indicators keep coming: housing prices up by highest level in 7 years, positive job growth in the private sector extends streak to 40 months, unemployment continues to fall. For many of our clients, these indicators present a double-edged sword.  First, the good - there is finally some growth and more strength and security in their business.

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