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Searchcraft IT Sales Recruitment Blog

10 ways to nurture leads

Would you walk across the room and ask a complete stranger to marry you? Not likely. Surely, you would invest in building and nurturing a relationship before you popped the BIG question.

This principle is no different when applied to the process of winning new customers. Sales and Marketing Gurus cite that it can take up to 9–12 positive impressions to get a buying decision from a customer!

In any lead generation exercise, you will face one of three scenarios after making contact – Yes, No or Not now. We love the ‘Yes’, hate the ‘No’ and are usually unsure of what to do with the ‘Not now’. You can significantly improve your sales results if you determine to nurture the ‘Not now’ responses.

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Posted by Pree Sarkar
28/ 02/ 2017 in Performance management, sales training, sales advice, building relationships, inspiration, self development, sales best practices

5 Steps to a Successful Performance Improvement Plan


Many managers use performance improvement plans to help team members meet their targets.  Performance improvement plans are particularly common in a sales environment, where the delivery of monthly revenue or growth targets is critical to the company. These plans can help businesses quickly address problems with particular people, but managers don't always use the approach effectively, and the process can actually sour workplace relationships. The following tips can help managers learn how to use performance plans effectively.

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Posted by Pree Sarkar
25/ 02/ 2017 in Performance management, motivating your team, team building

5 Things Only Ineffective Sales Managers Say

It's not easy being a Sales Manager. Some get promoted because they were the best sales rep, others the BDM who has the most seniority or worse the sales person who manages his managers the best. Good management skills need training, coaching and clear direction, and without these things, some managers simply don't realize how poorly they perform.

The following five statements are a sure sign of ineffective management, and are likely to have a destructive effect on sales culture and team members.

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Posted by Pree Sarkar
23/ 02/ 2017 in Performance management, motivating your team, sales advice, corporate culture, sales growth, building relationships, team building, sales management, morale

Lost a top sales BDM from the recruitment process? Here's why...

 

Sales Managers are under-pressure, under-staffed and under-targets more often than they would like. So, when they have invested time in interviewing a candidate, one of the most frustrating things that can happen is to lose the interest of a high potential BDM from the sales interview process. 

Here are some of the most frequent reasons why sales people withdraw from a recruitment process:

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Posted by Pree Sarkar
23/ 02/ 2017 in Performance management, performance analyses, candidates, sales, leadership, self development, team building

Why do candidates care about sales coaching and training?

The CEO asks his Sales Director, “What happens if we invest in developing and training our sales people and then they leave the company?”

The Sales Director answers, “What happens if we don’t, and they stay?”

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Posted by Pree Sarkar
21/ 02/ 2017 in Performance management, sales strategy, career growth, sales career, personal development, self development, team building, financial support

Your best BDM resigned? Do this.

Just as seasons are predictable, most companies and teams have a predictable turnover ratio depending on the demographic make-up of their employees. This can range from 5% to 30% per year.

So it is inevitable that you will lose your best BDMs and sales reps not once, but over and over again. Yet, a number of Sales Directors only wake up to the task of recruiting when the dreaded ‘resignation’ email pops up in their inbox. Then begins the long, drawn out recruitment process of replacement and its probably 8-12 weeks before a new sales rep starts. Through this time, the sales manager (and their sales people) lose time, energy and momentum.

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Posted by Pree Sarkar
18/ 02/ 2017 in Performance management, teambuilding, recruitment, career growth, resignation, self development, team building

How to recruit the top Sales Reps and BDMs to your company

Finding and retaining the top sales reps and BDMs among the top three challenges that Sales Directors face today. With skilled candidates being in high demand and those candidates being picky about where they choose to work, the battle to attract, recruit and retain top performers is more intense than ever.

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Posted by Pree Sarkar
16/ 02/ 2017 in Performance management, recruitment, sales best practices, growing sales, team building

Is Your Sales Recruiter Awesome, Awful or Average?

Like any professional service (real estate sales, used car sales, lawyers) the recruitment profession is marred with it’s fair share of horror stories. Perhaps unknown to you, here are three common mistakes your recruiters is making that is hurting your future success:

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Posted by Pree Sarkar
14/ 02/ 2017 in Performance management, recruitment, career growth, corporate culture, real estate sales, career consultation, self development, team building

6 Benefits Of Being Open To Talk To An IT Sales Recruitment Agency

Sales Directors and experienced sales people often get approached for potential jobs but executives don't always know what to do when they get that call. It’s important to remember that being approached by an executive search consultant is often critical to your career. Around 75 percent of the workforce is not actively pursuing a new role at any time, but only 45 percent of those people say they are open to talking if a sales recruiter approaches them. The next time the phone rings or you get an interesting invitation via email to talk further, consider the following benefits they can bring to your career.

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Posted by Pree Sarkar
11/ 02/ 2017 in career growth, job search, sales career, career consultation, self development, human resources

5 Time Management Practices to Achieve Peak Sales Performance

It's a simple fact that every sales rep has the same amount of time in a 24-hour day, and yet some accomplish more before 1pm than others do all day. If you aren't achieving your goals, then it's probably time you start rethinking how you manage your time and then do something proactively to change it.

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Posted by Pree Sarkar
09/ 02/ 2017 in Performance management, business development, Strategy, career growth, prospecting, self development, sales coaching, growing sales, time management, sales productivity

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