Using Science to Motivate Your Sales Reps

Author: Marge Bieler, Founder and CEO RareAgent
Posted: October 22nd, 2010

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How Assessments have Changed the Way Organizations Hire (and Keep) the Best Salespeople

By Todd Harris, Ph.D.

Even during challenging economic times, sales organizations are almost always hiring. But when it comes to hiring, most sales organizations struggle. Research shows that only between 50-60% of salespeople make their numbers in a given year. When asked to identify the primary roadblock to their overall success, most sales managers point to their inability to find and hire good sales reps – and hiring the wrong person can have devastating economic consequences.

This article provides insight into how leading sales organizations find the right people and keep them on board?


Leadership, Coaching, Motivation


Motivation, Communication, Coaching, Talent, Productivity, Development, Leadership, Compensation, Sales Models, Metrics, Performance, Hiring, Recruiting, Vision, Mission, Motivation, Demonstrations, Guidance, Best Practices, Benchmarks, Role playing, Examples, Talent, Leadership, Coaching, Incentives, Performance Reviews, Recognition, Promotions