metrics, trends, and analysis

3 Thoughts On Stopping Sales Rep Turnover

Posted by Matt Bertuzzi on Wed, Jan 08, 2014

A couple of emails hit my inbox last week back-to-back.

The first was from Glassdoor, Best Places to Work 2014, announcing their 6th annual employee choice awards. The second was from Craig Ferrara of AG Salesworks, 7 Things I Want My Inside Sales Team To Know For 2014.

Now, I love Glassdoor. It's the best way to get the inside dish on the Pros and Cons of working at a given company. So I wondered, what if I grabbed a bunch of those reviews and compared them to Craig’s list?

Experiment time!

Here is the process I used:

  • Logged into Glassdoor and picked out the B2B tech companies from the Top 50
  • Drilled into Sales reviews only (inside, AEs, SDRs, etc.)
  • Exported the most recent 100 reviews

I got busy parsing and found something pretty interesting.

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Topics: recruiting, inside sales motivation

Simplifying the 'Round 1' Inside Sales Interview

Posted by Gail Milton on Wed, Jun 05, 2013

I've interviewed hundreds of inside sales candidates over the years. I’d like to think that I’ve developed a proven process for making the most of a round one interview.

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Topics: recruiting, inside sales hiring

ABCs of Hiring Recent Grads for Sales

Posted by Matt Bertuzzi on Thu, Mar 21, 2013

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Topics: recruiting, inside sales hiring

Want Sales Productivity, Be Fanatical in Hiring a Front-Line Manager

Posted by Trish Bertuzzi on Wed, Sep 26, 2012

Ask anyone and they’ll tell you, this Inside Sales hiring market is on fire. Companies are cannibalizing each other’s Reps with top-tier candidates pretty much sitting on a Lazy Susan and waiting to be served up to the next highest bidder.

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Topics: recruiting, inside sales hiring

8 Key Ingredients in Hire-to-Revenue Onboarding

Posted by Trish Bertuzzi on Tue, May 08, 2012

Hiring great Inside Sales reps has never been harder.

Increased competition for top talent and supply lagging behind demand means that when we land that great rep we have to make their experience with us outstanding! It is as much about retention as recruitment, right?

Our recent hiring infographic noted that 41% of reqs take 45+ days to fill. This is creating quite a revenue gap.

I recently shared my thoughts about how you have to be interesting and different to draw talent to you. But let’s say you are successful, what then?

  • How do you close the revenue gap by onboarding these reps as quickly as possible?
  • How do you ensure a great experience for them and for the buyers that are going to be working with them?

Let’s start with the underlying problem

Sales and Marketing leaders are making a strategic investment in their hiring process and then undermining it with a tactical onboarding process.

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Topics: inside sales management, recruiting

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