In recent years, buyers are noticeably changing their decision-making processes. How are these changes impacting sales teams, and how can sales leaders help their teams tailor the buyer and customer experience to address these changes? Keep reading for insight from our panel of sales leaders.
In today’s market, sales leaders must prioritize attracting, developing, and retaining sales talent.
Why?
1. The stakes are higher. With the availability of jobs, employees are less concerned with job loss. Younger generations in the workforce also expect more from employers than previous generations. They are not afraid to either quit or disengage if they are unsatisfied.
2. The cost of losing an employee is substantial, even more so in sales. According to the Society for Human Resource Management, the overall cost of hiring–including hard and soft costs–is estimated to be three to four times a position’s salary. In sales, the opportunity cost increases that number. A position with a $1M sales quota will lose your organization over $83,000 a month until you bring in a new hire.
A panel of sales leaders at the Atlanta Sales Leadership Community identified four keys to attract, develop, and retain the right sales talent for your organization.
The past few years have brought great uncertainty to both our personal and professional lives—from the fallout of the pandemic to the current volatile economic environment due to record levels of inflation. The heightened uncertainty in the workplace has posed a challenge to sales leaders; however, uncertainty is not limited to a pandemic or economic environment. Sales leaders will find themselves leading through uncertainty throughout their careers, during times of restructuring, acquisition, leadership changes in the company, or changes in products and technology, to name a few.
Sales leaders of the Atlanta Sales Leadership Community recently asked: how can a sales leader successfully lead through times of uncertainty?
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At this special event, John Thackston from SOAR Performance Group shares experiences, insights and perspectives on finishing the current sales year strong while simultaneously getting ready to start the next sales year fast.
The presentation covers:
As a sales leader, how do you know when your sales coverage model needs a change? Then, how do you implement that change?
At a previous Sales Leadership Community meeting, a panel of sales leaders from Amazon, TransUnion, Lenovo, and SOAR Performance Group shared suggestions for determining and changing your sales coverage model.
Continue reading to discover six key considerations for sales leaders to optimize sales coverage.
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