Category: Blog
Are you at risk of being irrelevant to today’s buyers? Three things that you can do about it:

Are you at risk of being irrelevant to today’s buyers? Three things that you can do about it:

It’s no secret the customer buying experience has changed the relationship between consumers and businesses. In fact, many sales organizations have become irrelevant to today’s buyers. Consumers are more empowered with their own data and research and they are coming to sales organizations with the solutions vs. coming for the solutions. At an Atlanta Sales Leadership Community event we talked to executives from Cox Communications, Kaiser Permanente, and Georgia Pacific about how this impact has affected their companies.

Here are some initiatives your sales organization should implement to meet the demands of the customer buying experience:

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Here’s Why Top Sales Performers Are Leaving Your Sales Organization

Here's Why Top Sales Performers Are Leaving Your Sales Organization

The market is getting more and more competitive for top sales performers, which is why your sales organization may be losing top talent to competitors. This could either be helpful to you in ways you haven’t realized, or serve as a symptom of a serious issue within your sales organization.

Find out how to keep your regrettable losses at a minimum: 

It goes without being said that one of the most critical decisions you can make is hiring the right staff into your company. The other half of the battle is keeping the right staff. Before we dive in, if you’ve missed the blog post on the cost of a bad hire – go here to learn how to avoid the $250,000 mistake and practices your sales organization should adopt in this process.

While the cost of hiring the wrong person is an astounding $250,000 per bad hire, the cost of losing a top performer is even greater. When this person walks out the door they are taking their productivity with them.  So, you now must invest in finding a replacement as well as trying to close a big gap in your plan.  On a personal level, you will likely need to spend a lot of your time trying to care for your recently departed team members customers while you try to manage their transition.

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How to Prevent Your Sales Organization From Making a $250,000 Mistake

How to Prevent Your Sales Organization From Making a $250,000 MistakeThere are dozens of blog posts, articles and statistics devoted to the value of bringing in the right talent into your organization. At the Atlanta Sales Leadership Community panel, we learned that the average cost of a bad hire for a company is $250,000. Take that number and multiply it by just four and you are looking at a million dollars’ worth of error.

  • What is your sales organization doing to appeal to the right talent and how updated is your sales hiring process?

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