The Different Roles of a Sales Organization
Frédéric Lucas
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Recent articles

3 Jan
Sales hunters are vital to a sales organization but sales evaluations demonstrate that only 40% of salespeople have the right competencies. Read the full article!
Frédéric Lucas
4 minutes read
How to Hire Great Sales Hunters

8 Dec
Explore the best strategies for recruiting B2B salespeople to help SMBs overcome the obstacles associated with the current talent shortage.
Frédéric Lucas
5 minutes read
Talent shortage, the best strategies to hire B2B salespeople

19 Mar
As a sales manager, learn how to improve your recruitment and coaching methods with a specific sales evaluation tool.
Éric Dionne
5 minutes read
The one tool I missed the most when I was a sales manager

6 Aug
Years of experience in sales is not worth much if it is not supported by strong sales DNA. Find out what differentiates elite sellers from the rest.
Éric Dionne
3 minutes read
Sales Skills vs. Sales DNA: Here Is What to Focus on

10 May
A high turnover rate of your sales reps is problematic. However, a low turnover rate should also be avoided. What’s the right balance to achieve and, above all, why?
Frédéric Lucas
4 minutes read
What causes a high turnover rate in a sales force?

3 May
Business leaders need to develop effective ways to improve the recruitment of their salespeople to cut their losses and reach goals.
Louis Larochelle
3 minutes read
The science of sales recruitment

30 Nov
Diversity in sales is a must. A diversified sales force is synonymous with wealth and knowledge sharing. But performance is still the most important criterion when hiring a salesperson. In fact, when hiring using objective criteria, sales teams naturally tend to be more diversified.
Frédéric Lucas
3 minutes read
Why the Diversity of Your Sales Force Is Critical to its Success

7 Nov
Many sales managers are ill-equipped to face the challenges of their position. How does a sales leader determine if the sales manager is a good fit for their role? Sales manager evaluations help answer these 12 core sales manager questions.
Frédéric Lucas
8 minutes read
12 Sales Manager Questions Leaders Need to Have Answered

5 Sep
A sales VP has a big impact on a company’s performance. For that reason, whom a leader chooses to hire is vital. There are two types of factors to consider – the company and the person. What is your company’s strategy, structure, size, and stage? How do the competencies of your candidates fit?
Blogueur invité
4 minutes read
How to Hire a Sales VP

25 Jul
When making sales recruitment, hiring and development decisions, companies look for elements that indicate whether a rep will have success. The danger is using some of the 12 sales intangibles that can contribute to sales success, but don’t predict it…
Frédéric Lucas
7 minutes read
What Are Sales Intangibles?

20 Jul
Sales onboarding is a critical step of sales recruitment. Follow the principles from this article to give your new sales force every chance to succeed.
Émeline Gleitz
3 minutes read
Foundations of a 90 Day B2B Sales Onboarding Plan

11 Jul
Recruiting with LinkedIn is an ideal way to hire an elite salesperson – especially when you are in sourcing mode. Discover the 5 elements of successful sales recruitment. Also find the 3 message templates to send…
Frédéric Lucas
4 minutes read
Recruiting with LinkedIn: How to Find Elite Salespeople

6 Jul
A hiring error in sales is expensive. That’s why you need a sales-specific recruitment process. Discover the 5 steps to a good sales recruitment process.
Émeline Gleitz
5 minutes read
The Ultimate Guide to Sales Recruitment

4 Jul
Looking for an assessment test to hire new salespeople? Look for a test that’s predictive of sales success: your test should allow you to hire, integrate and develop your team.
Frédéric Lucas
4 minutes read
Hire and Develop Salespeople: Which Assessment Test to Use

29 Jun
Choosing recruitment criteria that will predict the success of representatives is essential, and personality tests aren’t the answer.
Frédéric Lucas
3 minutes read
Are You Using the Right Criteria When Hiring Salespeople?

27 Jun
Recruitment mistakes in sales cost companies a lot of money. Discover 8 common mistakes to avoid and start making good recruitments in your sales department.
Frédéric Lucas
4 minutes read
8 Things to Avoid When Hiring Salespeople

1 Jun
Customer service is increasingly called upon to generate sales within companies. Here are some mistakes to avoid.
Louis Larochelle
3 minutes read