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Recruiting, Selecting, and Retaining Sales Stars to Drive Growth
Research:Your organization may have a well-established and
successful sales recruitment and training program,
but is it driving your company's growth or just filling
slots left empty by the revolving door? Many
sales organizations struggle with how to attract
and retain the right talent for their sales positions
while ensuring the company stays on the fast track
for growth. Common causes of these struggles
are:
They don't fully understand the cost of
turnover;
They don't know how to growth their
business and manage turnover at the same
time;
They apply a "one size fits all" approach; or
They believe that HR alone can solve the
problem
CDW Corporation, a technology products supplier,
struggled with how to grow their company
through their sales force and reduce turnover
simultaneously. Through systematic analysis provided
by Axiom Consulting Partners, they were
able to increase their talent pool and significantly
reduce their turnover, all while maintaining an
aggressive growth target.
November 30, 2010 by Diana Polak | comments (2) | permalink |
Human Resources and Sales: Partnering Together to Boost Sales
Research:Organizations are often challenged with finding
ways to grow their business. Kumar Kymal, Global
Director of Compensation at Nokia, and Keith
Briscoe, Principal, with Axiom Consulting Partners
LLC, suggest that partnering a company's human
resources department and its sales organization is
one way that can prove to be very effective.
Organizations today are often challenged to find
new ways to grow. Companies have different methods
of expanding, including introducing new products
or acquiring other companies. Additionally,
there are new start-ups taking their share of the
market. Briscoe feels that in most cases, "companies
can benefit from the improved collaboration
between HR and sales. It can actually be a competitive
advantage."
According to Kymal, Nokia is a global leader in
mobile communication and the fifth most valued
brand in the world. Approximately one billion people
use Nokia devices daily, and the company is the
largest producer of cameras and digital music
devices. It was established in 1865 as a paper
processor and evolved into mobile communications
through renewal and innovative use of technology.
Nokia employs 110,000 people in 150 countries
and is headquartered in Helsinki, Finland.
Briscoe explains that Axiom Consulting Partners
was founded in 2005 to help companies develop
and improve strategy execution through optimizing
talent and work design with a focus on sales effectiveness.
The organization was formed by highly
experienced consultants, many of whom worked
together at Sibson & Company and Mercer. Axiom
has five locations, including their headquarters in
Chicago, IL and offices in Boston, MA, St. Louis,
MO, Washington, DC, and Toronto, Canada.
Maximizing Return on Sales Investment: Sales Strategy, Sales Force Deployment, Capability, and Performance
Research:Most companies are successful at understanding
the market and customer needs as well as utilizing
effective performance management tools and compensation
programs for their employees, but often
fail in the areas of sales force design and deployment
and sales process and support systems.
Two Partners at Axiom Consulting Partners,
Garrett J. Sheridan and Thomas G. Knight, in conjunction
with the Senior Vice President of Sales at
Pergo, Inc., Mike Nielsen, detail how Pergo sought
to understand their sales challenges and implement
new programs to yield a substantially higher return
on investment within their sales organization.
Through the exploration of an in-depth case study,
this paper will:
- Share Axiom's perspective and insights on
sales effectiveness
- Review the methodologies and frameworks
utilized and business impact realized
- Identify how HR can partner effectively
with the sales organization.
Sales Compensation: A Critical Enabler of New Sales Models
Research:Proper compensation can help enable the evolution
of a sales model and drive the right types of
desired behaviors to adjust or transition a sales
strategy. This was the conclusion reached by the
Hub Group when the company searched for a way
to increase the efficiency of its sales force and to
place more emphasis on the company's higher-revenue-
generating accounts. The Hub Group had to
go through many computations to determine
which type of compensation strategy best fit its
needs, determining the feasibility of each option.
Thomas G. Knight, Partner at Axiom Consulting
Partners LLC, and Shannon Neumayer, Director of
Finance - Sales at Hub Group, Inc., present the
issues surrounding Hub Group's compensation
restructuring initiative:
The Hub Group's current situation
The business case for change
The objectives and company focus
The compensation plan design
Performance measures and plan mechanics
Complicating issues
Plan revisions
Knight and Neumayer also discuss the methods
used to determine the compensation strategy that
best fit the needs of the company and its people.
Features
Sales Leadership For Tough Times
Article:Whether you are a CEO of a start-up driving towards your first order or a regional sales manager striving to hit your 2009 sales target - sales are everything in today's tough markets.
Downsizing the Sales Organization - Ensuring the Best Possible Outcome
Article:I was truly hoping that I would not have to write this article, but the reality is that the majority of CEO's will need to include the sales organization in staffing reduction initiatives.
10 Ideas For Successful CRM Implementation In Your Sales Organization
Article:If you're in charge of a sales CRM software implementation or adoption project there are many actions and methods to consider to help ensure your success. Although every business and team is unique, the following CRM implementation suggestions could be considered universal working across companies and industries.
Recruiting, Selecting, and Retaining Sales Stars to Drive Growth
Research:Your organization may have a well-established and
successful sales recruitment and training program,
but is it driving your company's growth or just filling
slots left empty by the revolving door? Many
sales organizations struggle with how to attract
and retain the right talent for their sales positions
while ensuring the company stays on the fast track
for growth. Common causes of these struggles
are:
They don't fully understand the cost of
turnover;
They don't know how to growth their
business and manage turnover at the same
time;
They apply a "one size fits all" approach; or
They believe that HR alone can solve the
problem
CDW Corporation, a technology products supplier,
struggled with how to grow their company
through their sales force and reduce turnover
simultaneously. Through systematic analysis provided
by Axiom Consulting Partners, they were
able to increase their talent pool and significantly
reduce their turnover, all while maintaining an
aggressive growth target.
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