Podcasts

In this special CPSA podcast, we hear from Richard Louttet, Vice-President, Education & Certification at Canadian Professional Sales Association about the very exciting news that Canadian Professional Sales Association has partnered with the Government of Canada to address the sales force skills gap. 

In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of developing leaders and bringing through the next generation of sales talent. Our guest is Ashley Kirkland, Strategic Account Sales Manager.

Read the transcript here.

In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss ways to develop sales leaders and what to do to encourage a healthy conveyor belt of talent from within. Our guest is Kristen Harcourt. 

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In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of rewards and recognition for salespeople in SMBs today. Our guest is Kim Benedict, CEO and Co-Founder of Talent Minded.

We’ll consider issues including what truly motivates salespeople today in small businesses and if it varies by industry or B2C or B2B and how should salespeople be recognized socially in a small business and how does that differ from a large enterprise.

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In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of sales rewards and recognition in the enterprise. We'll consider what truly motivates salespeople today in the enterprise; what metrics should be considered when setting up salary levels, comp plans and bonuses; 2-3 recommendations to ensure sales success and your top performers are retained; and recommended technologies and software platforms for rewards and recognition in the enterprise.

Our guest is Dave Johnston, President at Sales Resource Group Inc., an organization that helps companies improve their sales compensation and performance and motivate their salespeople effectively.

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In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of the onboarding new salespeople successfully in business today. The guest is John Hirth, President at Selling Dynamics, L.L.C.

We’ll consider why onboarding is where employers want to get salespeople off on the right foot and three things that will help them succeed, whether or not the onboarding paperwork should be completed before they start the job or during the first week and what are the advantages of completing early, why should you start immersing a new salesperson into the company culture before day one, and how should salespeople manage their learning time so they don’t lose site of closing the deals.

Read the full transcription of this CPSA podcast interview here.

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In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of successfully onboarding new salespeople into the enterprise.  

The guest is Jay Goldman, Co-Founder and Managing Director at Sensei Labs, creating data-driven digital workplace solutions for high-growth companies to engage teams at work, manage complex problems, and drive innovation.

Read the full transcription of this CPSA podcast interview here.

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In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss recruiting salespeople for SMBs. We’ll consider what are the personal character traits recruiters should look for when sourcing candidates for sales roles in SMBs, what the technical skills needed to succeed in sales today are, how has machine learning changed the sales recruitment landscape, and what are some of the challenges and pitfalls which prevent salespeople from making a success of new roles at SMBs.

Our guest expert is Mira Greenland, SVP Strategic Accounts and SaaS Social Recruiting Sales at CareerArc.

Read the full transcription of this CPSA podcast interview here

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In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss what recruiters should look for in sales candidates today. The guest is Jennifer Koss, Sr. Account Director of Strategic Operations at WilsonHCG.

We’ll consider what are some of the most important personal and technical skills which recruiters look for when qualifying sales candidates, where are the best places online to source sales candidates, how important are online skills - such as being able to leverage social media for sales candidates, how much of the recruitment process can be streamlined through automation, what are some indicators that a sales candidate’s will is not necessarily as promising as their resume would suggest, and what interviewing techniques are recommended and how important is it for recruiters and hiring managers to prep each other and the candidates before the interview.

Read the full transcription of this CPSA podcast interview here

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In this episode, guest Jamie Allison discusses why hiring the right salespeople is critical to growing a business and remaining competitive, what are three characteristics recruiters should look for in screening for the enterprise, what interviewing techniques are recommended and why, how important is it for recruiters and hiring managers in the enterprise to prep each other and the candidates before the interview, and what technologies and assessments are recommended to use when screening for salespeople for enterprise organizations.

Read the full transcription of this CPSA podcast interview here.

Read the full transcription of this CPSA podcast interview here.

In order to stay competitive and grow the business, sales leaders must provide the tools and resources for their new hires to combine relationship-building, closing the deal, and encouraging the drive to continuously learn, that expands their knowledge and excitement for their industry. Having a focused, disciplined onboarding process can help companies succeed and retain their new salespeople.In this CPSA Recruitment and Talent podcast episode, host Kevin W Grossman talks with David Brock about onboarding employees and how to give your new sales pro hires the tools to succeed. 

View the full transcription here.

In this CPSA Recruitment and Talent podcast, we’ll talk about “bench strength” and the importance of sales succession planning. Knowing who should be promoted or moved laterally within an organization – and where and when – is why succession planning is so important to keeping companies growing and successful. The conundrum is what to do with top salespeople – do you promote them to sales managers, or do you keep them doing what they do best, which is selling? Time and again companies find that great sales don’t translate into great managers.

In this CPSA Recruitment and Talent podcast episode, host Kevin W. Grossman talks with Lori Richardson, founder and CEO of Score More Sales, about how to conduct a sales compensation audit.

View the full transcription here.

In this CPSA Recruitment and Talent podcast, we’ll talk about “motivation” and five ways to motivate your sales team. Money makes the sales world go around, but it doesn’t always motivate your salespeople. Non-monetary incentives among other types of should always be considered – especially if you want to keep them. In fact, motivating and retaining and inextricably linked and constantly having to hire anew and re-train your sales teams is quite costly and it makes harder to hit revenue targets and sales goals.

Listen to this CPSA Recruitment and Talent podcast episode as host Kevin W. Grossman talks with Molly Fletcher about the top five ways to motivate your sales team. Molly is the CEO of The Molly Fletcher Company, as well as a powerful keynote speaker and author.

View the full transcription here.

In this CPSA Recruitment and Talent podcast, we’ll talk about entrepreneurism and the people skills that help salespeople become successful entrepreneurs.

Every salesperson is the CEO of their own business, but it’s not easy and in fact is quite complex. They have a revenue number to maintain in order to “stay in business” and they have to make smart and calculated decisions in conjunction with the other salespeople (CEO's) in their company and within the confines of their sales leadership.

In this CPSA Recruitment and Talent podcast episode, host Kevin W. Grossman talks with Mario Martinez Jr., CEO of M3Jr Growth Strategies the recommended steps to recognize success in sales.

View the full transcription here.

Listen to this CPSA Recruitment and Talent podcast episode as host Kevin W. Grossman talks with Rob Catalano the recommended steps to recognize success in sales.

View the full transcription here.

In this CPSA Recruitment and Talent podcast, we’ll talk about “the right comp formulas” and how to conduct a sales compensation audit.

Conducting a sales compensation audit helps determine any deficiencies in how your roles are structured, process problems and data issues that must be resolved to optimize sales performance. The audit report provides a “blueprint” for short and longer-term improvement. Understanding how your overall sales compensation program aligns with your business goals and how sales, marketing and service strategies will help achieve those goals is critical in today’s highly competitive local and global economies. Audits also help you identify possible risks if the existing plans are left in place without change or the opportunity to add/modify performance with tweaks to your existing plan designs.

In this CPSA Recruitment and Talent podcast episode, host Kevin W. Grossman talks with David Johnston about how to conduct a sales compensation audit.


View the full transcript here.

In order to stay competitive and grow the business, sales leaders must not only provide the tools and resources to keep them motivated and selling, but they must also be able to identify and leverage their team's greatest strengths. Inspiring their salespeople to make the most out of his or her skills while helping to grow the business is key. Giving your team some level of autonomy when it comes to managing their daily activities is also important. Sales leaders provide coaching and guidance for their teams so they focus on maximizing their strengths and closing the deals. Accountability is also critical for sales leaders and their teams -- knowing when praise is due and when adjustments need to be made. Salespeople want leadership that embraces transparency in their organization and that leads to clear objectives, continuous learning and career paths. They want to know how they can play a part in building and sustaining a winning culture.

In this CPSA Recruitment and Talent podcast episode, host Kevin W. Grossman talks with Tracy Kapteyn the recommended steps to recognize success in sales.


View the full transcription here.