Sales Models, Metrics, and Motions Blog

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Sales Models, Metrics, and Motions Blog

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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

3 Perspectives on a Bigger, Better & Faster Inside Sales in 2011

Posted by Matt Bertuzzi on Thu, Feb 03, 2011

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Earlier this week I was lucky enough to listen in on a Focus.com roundtable billed Bigger, Better, Faster: Inside Sales in 2011. Moderated by Chris Snell who lead the panel through a range of topics around Inside Sales & Inside Sales Management. (The recording [MP3 file] has been made available, so you can give it a listen when you have some time.)

I thought it would be interesting to highlight three questions that the panel addressed:

  • What did Inside Sales do right in 2010?
  • Where did Inside Sales get tripped up in 2010?
  • What can Inside Sales Managers do to reduce hire-to-production time in 2011?
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Topics: lead generation, inside sales management, best practices, recruiting

A Bold Take on Inside Sales Hiring

Posted by Trish Bertuzzi on Thu, Jul 16, 2009


Geoff Alexander over at Geoff Alexander & Company is today's guest blogger. He is kindly sharing an excellent post on "How to hire a superstar inside salesperson".

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Topics: recruiting, inside sales hiring

Inside Sales Hiring Strategies

Posted by Trish Bertuzzi on Wed, Mar 18, 2009

I have shared my thoughts on several occasions on the characteristics of a great Inside Sales RepMost recently in Top 10 Competencies for Inside Sales Reps.

Garth Moulton of Jigsaw recently wrote on the very same subject: Profiling the Perfect Inside Sales Person-Part One.  What follows is his Myth #2.

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Topics: best practices, recruiting, inside sales hiring

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