It’s a tough hiring market -- especially for SDR and AE roles. In some locations (San Francisco, New York, and Boston), it has become almost impossible.

I know from speaking with Sales Leaders (and from our research) that companies are being forced to hire younger and less experienced reps. It seems “straight out of college” has become the new “1-2 years of experience” and that “minimum of 1 year of selling” has replaced “3+ years in a sales capacity.”

By this point, if you don’t have a healthy number of “Millennials” on your team, you’re in the minority. Despite the stereotypes (social media-obsessed, marriage-delaying, selfie-addicts), Millennials actually stay longer with their employers than the previous generation.

Read More

Happy Thanksgiving to all my American friends. I want to share 3 quick changes to CRM that will most certainly make your reps thankful.

None of these are my original ideas and I'm thankful to the amazing Salesforce community for sharing them with me.

1) Display the timezone of a phone number

This one comes from my good friend and Salesforce mentor, Becka Dente.

You can add this formula field to accounts, contacts, and/or leads. Reps can then build and sort lists based on timezone. It's unbelievably useful for bunching calls together.

if( ISBLANK(Phone),"--",  if( CONTAINS( "206: 209: 213: 253: 310: 323: 360: 408: 415: 425: 503: 509: 510: 530: 559: 562: 604: 619: 626: 650: 661: 702: 707: 714: 760: 775: 778: 805: 818: 831: 858: 867: 909: 916: 925: 949: 951: 971: 424: 442: 541: 657", left( SUBSTITUTE( Phone , "(", ""),3)),"Pacific", 

Read More

Read More

Read More