Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Express Guide

Already a subscriber? Login

Subscribe and get immediate access to this guide, full access to our research library, and much more...

Assessing Core Sales Skills in the Hiring Process

Exploring New Options for Infusing More Objectivity and Science Into the Hiring of B2B Salespeople

As important as salespeople are to a company's financial performance, they are often hired somewhat "blindly" based on first impressions, intuition, and gut-feel. But this a massive risk that just isn’t necessary in today’s internet-enabled world. In this guide, you will learn about:

  • Four ways that incompetent salespeople can damage your company, beyond just missing the numbers.
  • Two business dynamics that can make it easy for incompetent salespeople to "hide" for a very long time.
  • The results of a benchmarking study that exposes just how many salespeople are lacking core selling skills.
  • How online sales skills assessments now make it possible for anyone to use objective criteria when hiring salespeople.

This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Driving Strategic Decisions with Sales Analytics

    In this guide, you'll learn how to look at sales performance in a different way, use sales analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.

    View This Guide

  • Creating Content That Actually Works

    Content marketing is getting lots of attention, but it's easy to gloss over some crucial processes. In this on-demand webinar, you’ll learn about ten proven strategies for creating more effective sales and marketing content.

    View This Webinar

  • Creating More Powerful Sales Proposals

    Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.

    View This Interview

  • How to Develop Real Competitive "Kill Sheets"

    Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.

    View This Tutorial