Educating Salespeople – the Role of the HR Department
In the first HRchat interview of 2019, I spoke with Natalie Wong, HR Manager at the CPSA about why HR departments need to up their game to attract and retain top sales and customer service-focused employees. Natalie oversees HR and recruitment initiatives at CPSA. With a progressive career in HR and Operations Management, for the past 19 years, Natalie […]
Ten Top Sales Prospecting Technologies
Prospecting technology: Today’s sales pros have a wide range of tech available to automate the prospecting process, so you can focus on selling. Here’s our ten top sales prospecting technologies you need to know about.
The Essential Skills All Recruiters and Salespeople Need
Recruiters and salespeople have much in common. First off, unfair, negative stereotypes exist for both roles: Salespeople are brassy and aggressive! They’re always trying to sell people stuff they don’t need! Recruiters are pushy! They don’t care about the candidate’s/opportunities’ suitability so long as they make a placement! While these stereotypes are far removed from […]
Developing a Professional Development Plan for Salespeople
The employees you want – those who are driven, hardworking and diligent – are usually ambitious and want career growth. If you want to keep these great salespeople in your team and giving you 100%, then you need to offer them a clear roadmap to career growth. This could take many guises depending on […]
Who Should Decide Sales Training Budgets?
Sales training is a great investment for your company. But when it comes to deciding on budgets who should decide on what spend is necessary. Ultimately, the budget for sales training depends on a combination of your organisational goals, the current challenges your business is facing, and the individual strengths and weaknesses of your sales […]
Nicholas Crowe – Changing How We Educate Salespeople
As part of the work I do with the Canadian Professional Sales Association, I recently got a chance to talk with Nicholas Crowe, Director of Professional Development. The interview was published on our sister title’s podcast, the HRchat show from The HR Gazette. Nick talked about his role at the CPSA and how the association is helping to […]
How HR Can Support Sales Training
How Can HR Departments Support Sales Training? We know that great sales training has many benefits: number one, it can help sales pros close more deals. But it can also boost the performance of sales support staff, it can improve sales team morale and employee retention, it can act as an added non-monetary benefit and […]
Dave Johnston – Analysing the CPSA 2019 Sales Compensation Reports
The CPSA Sales Compensation Reports were released today and the CPSA invited David Johnston back on the SalesProChat show to offer his take on the findings and their implications for sales professionals looking to earn what they’re worth. Dave is a sales compensation expert, speaker, and president of the Sales Resource Group Inc. He has […]
Larry Levine – Authentic Social Selling and Projecting a Brand
In a recent CPSA Social Selling and Tech podcast, I got to talk with sales expert and author Larry Levine about tactics and tools to help you project an authentic brand through social selling channels. Listen to the show. About Larry Levine With 27 years of in-the-field B2B sales experience in the technology industry, Larry […]
Lee Bartlett – Climbing the Ladder to Sales Success
Networks of Top Salespeople When building a network, it pays to work on multiple levels with both short and longer-term strategies. As part of the October 2018 #SalesProChat, I got a chance to talk with sales thought leader and author, Lee Bartlett about how to build and leverage one’s network to benefit short, medium and […]
Jamie Shanks – Rejection, Resilience and Professional Development
Managing Rejection and Embracing Resilience to Become a Top Sales Pro with Jamie Shanks Most of us face rejection and a need for resilience at some time in our professional and personal lives. Learning how to manage rejection and embrace resilience will better prepare you for your development as a sales pro and as a […]
Tom Hopkins – Why Discipline is Essential to a Successful Sales Career
Think you’ve got it takes to succeed in sales? Do you really have the grit and determination to hit your quota time and again? In the latest CPSA Sales Hacks interview, we look at discipline and how being staunchly focused on one’s KPIs can separate you from the pack. My guest is Tom Hopkins. A recognized sales […]
Mike Kunkle – Sales Readiness Diagnostics
In the September 2018 episode of the CPSA’s SalesProChat podcast, I spoke with Mike Kunkle about how to understand if one’s sales team is really ready to sell. Sales readiness ensures sales reps and managers are prepared with the competencies and resources needed to engage with potential buyers and current customers, uncover opportunities, and manage those […]
Mario Martinez Jr. – Podcasting Should Be Part of Your Social Selling Toolkit!
How Podcasts are Rocking B2B Content Did you know that over 15% of people in the US and Canada listen to a podcast at least weekly?! That’s a whopping five times more than goes to the movies each week. Monthly listeners in 2017 was up 14% on 2016, and the numbers just keep growing in […]
Norma Kraay – Getting Ready to Lead an Office of Millennnials and Gen Z
In this HRchat episode, I spoke with Norma Kraay, Deloitte Canada’s Managing Partner of Talent and Chief Talent Officer. Norma is a seasoned business professional who has been with the firm for over 20 years. Listen as we discuss how companies can ensure readiness for a Millennial-Centennial mix in the office. More About Norma […]