11 Things That Set the Best Sales Teams Apart From the Rest

The best sales teams seem to just do amazing things together. What differentiates them? Well, they do tend to work at some of the best companies, so there is that. But it’s more than that. A few factors that contribute to high-performing sales teams:

  • High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota. It’s no fun and demotivating for everyone to miss their goals.

Managers, Consider These Things Before You Give Someone a Promotion

When employers promote workers to manager without training and support, the consequences are not good for anyone. It’s that time of year when leaders get together to hash out their strategic plan for next year. It’s the time when they look at who’s performing well, and who they should and shouldn’t promote. It can be an exciting time, but it’s also a time that comes with considerable risks. A leader sees the individual’s potential when they’re exhibiting mastery in their craft: top designer, best strategist, highest-performing salesperson, and most senior engineer. They’ve excelled year over year and progressed within their discipline.

18 Sales KPIs and Metrics to Grow Your Revenue Faster

There are many parts to a high-performing sales organization – the right people, processes and strategy, to start. But today, the underlying backbone of all of it is the right data as a foundation for customer acquisition. That’s not to say there’s no art to practicing sales. Much of what defines our most outstanding sales reps is their ability to deeply understand our prospects’ and customers’ business needs and speak directly to them. They often care about far more than just their sales quota. While science has always been part of sales, it’s hard to ignore the increasing importance of taking a data-driven approach to growing your business.

Don’t Yank the Chain of Command

Why It's Necessary for Organizations, and When to Make Exceptions. A chain of command, or command hierarchy, is the relationship between personnel in terms of responsibility and authority. It’s a ready-made structure for delegation of authority to accomplish the organization’s mission. That’s true in most large organizations and broadly applicable, though examples here will be drawn from my experience in the military. In the military’s chain of command, a commander will have a series of subordinate commanders and staff who report directly to him/her, and each of those commanders will have subordinate commanders who have the same relationship to them.

These are the Things You’re Getting Wrong in Your Hiring Process

Bonobos’s director of talent acquisition and The Muse’s VP of people and talent share why its crucial for companies to pay closer attention to their hiring experience from start to finish. It’s a great time to be a job seeker. Unemployment rate is low, and there are more open positions than there are candidates looking for work. That means that employers are always competing with each other for top talent, and it’s no longer enough just to post vacancies on job boards and wait for applications to come in.

Deliver Tough News the Right Way

3 Things to Remember When Things Go Wrong. Former BP Chief Executive Tony Hayward could have immediately and swiftly announced that the explosion of the British oil giant’s rig, Deepwater Horizon, had led to an environmental disaster that dumped 4.9 million barrels of oil into the Gulf of Mexico in April 2010. But he didn’t. Over a 10-day period, Hayward would go from downplaying the explosion as a “relatively tiny” situation to finally admitting that it was a “catastrophe.”