Tag Archives: Hiring Sales Talent

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Tibor Shanto’s Post: Sales Leaders – Manage Your 50% Minority

by Tibor Shanto – tibor.shanto@sellbetter.ca In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule.  For example, 20% of your reps deliver 80% of your revenues, I know one team with 9 reps, where 2 sellers are responsible for 71% of the revenue.  At one time, in the Shanto Principle I asked the question what if organizations could move the dial to 70/30, what would the impact be? … Continue reading →

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Tibor Shanto’s Post: ” Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy “

Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners. This was not only a great use of the technology, but we covered a number of key issues potential pitfalls, and opportunities for small business … Continue reading →

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It’s Not Always Easy

It’s Not Always Easy

Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve. First, their view of, and approach to sales training; second the alignment of their sales assets with clearly identifiable market segments. Based on some feedback, I want to expand on some key points and make sure that the wrong message is not being taken away. With respect to KPI’s and training, I was not saying that KPI’s do not belong as part … Continue reading →

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Sales Force (Mis)Alignment

Sales Force (Mis)Alignment

By now everyone is aware of the increasing talk of the need for alignment between marketing and sales, with some organizations realizing that it is healthier to look at the entire Client Life Cycle as one function rather than two. Some organization have acted on their commitment by creating the role of Chief Revenue Officer, having both functions coalesce behind a singular purpose, function and execution. This indeed is a step forward as it aligns and consolidates the organization’s resource … Continue reading →