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Showing Results For: Talent & Recruitment
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INTERVIEW: Educating and Training Sales-Focused Professionals with Nicholas Crowe
Canadian Professional Sales Association, Social Media & Tech Series
Nicholas Crowe, Director Professional Development at the Canadian Professional Sales Association was recently interviewed on the HRchat podc...
Government of Canada and CPSA Partner to Address Sales Skills Gap with Richard Louttet
Canadian Professional Sales Association, Social Media & Tech Series
In a special CPSA podcast interview, Richard Louttet, Vice President Education and Certification at Canadian Professional Sales Association spoke wit...
Professional Sales Development: Benefits of CPSA Designations with Martin Boucher
Canadian Professional Sales Association, Social Media & Tech Series
Have you ever had a bad sales experience? Well, with professional sales designations, the CPSA helps to fix this. In an exclusive CPSA interview, M...
5 Interview Wrong Turns
Zack Frank
#1 Trying Too Hard to be Similar Research has found that people not only like people similar to them but that they will project their positive traits...
How to Attract Top Sales Talent on a Limited Budget
Canadian Professional Sales Association
With the primary focus of the sales team being the company’s bottom line, it’s no wonder sales leaders may want to keep hiring costs low. But if onl...
Top Tips for Recruiting Salespeople
Canadian Professional Sales Association
Much of your business's revenue comes as a result of the successful efforts of your sales team. It is vital to your company's bottom line, therefore, ...
The Post-Millennial Generation in Sales
Canadian Professional Sales Association
A new sales generation is coming. Generation Z, those born between around 1995 and 2009, now makes up the majority of the undergraduate population in ...
Finding the Right Compensation Structure for You
Canadian Professional Sales Association
Finding and implementing the best compensation structure for your sales organization is a challenge. The specific tactics to best motivate and incenti...
SalesProChat: Team Players Are Not Top Sellers - Part Two
Canadian Professional Sales Association
In the April 2018 SalesProChat, we talk with Colleen Francis, Ottawa-based award-winning sales acceleration strategist, Hall of Fame keynote spea...
SalesProChat: Team Players Are Not Top Sellers - Part One
Canadian Professional Sales Association
In part one of the April 2018 SalesProChat interview, we hear from sales expert Colleen Francis on ways sales pros can and should work in teams. Colle...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Succession Planning For SMBs. What to do When Your Top Sales People Move On
Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of developing leaders and bringing through the nex...
Why Social Selling Is Vital To B2B Sales Strategies
Canadian Professional Sales Association
There’s been some negative press about social selling recently, a complaint being that abandoning outbound sales in favour of social selling and...
Using HR Technology & Data To Recruit Top Sales Pros
Canadian Professional Sales Association
As you well know, the appointment of the right sales team is critical to the success of your company. There’s a very clear link between th...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Succession Planning: How to Develop Leaders and Bring Through the Next Generation of Sales Talent
Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of developing leaders and bringing through the next...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Recognition and Rewards: Putting Sales at the Centre of the Success of a Small Business
Canadian Professional Sales Association
Recruitment and Talent TRANSCRIPT - Recognition and Rewards: Putting Sales at the Centre of the Success of a Small Business In the lates...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Recognition and Rewards: Agreeing KPIs and Keeping Your Promises
Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of sales rewards and recognition in the enterpris...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Onboarding in Start-Ups
Canadian Professional Sales Association
What's Needed to Successfully Onboard a New Salesperson in a Small Business In the latest episode of the CPSA Recruitment and Talent podc...
How to Recruit Top Performing Salespeople in Non-Sales Careers
Canadian Professional Sales Association
So you’ve got a sales position to fill; a void left a by a top selling star. You want to make sure that your new hire not only sticks, but excels. Goi...
Sales Skills Candidates Can't Fake In An Interview
Canadian Professional Sales Association
Planning on interviewing candidates for a new sales-focused role at your company? The right candidate could make a big difference to your bottom line....
SalesProChat: Finding Sales Leaders in a Competitive Jobs Market
Canadian Professional Sales Association
In the January 2018 episode of SalesProChat, Bill Banham interviews Jamie Hoobanoff about the qualities and qualifications of top sales leadership tal...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Onboarding: What's Needed to Successfully Onboard a New Salesperson
Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of successfully onboarding new salespeople into th...
How to Build a Strong Resume for Sales
Canadian Professional Sales Association
When it comes to sales, you’re a natural. But when it comes to selling yourself in your resume, it’s funny how difficult this can be. As a sales profe...
PODCAST TRANSCRIPT - SalesProTips - Finding and Nurturing Top Sales Leadership Talent
Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we consider what it takes to find, attract and retain sales talent in an increasingly co...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Hiring: Recruiting Salespeople for SMBs: The Challenges and Opportunities
Canadian Professional Sales Association
In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of the recruiting salespeople for SMBs today. W...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - What Do Recruiters Look for in Sales Candidates?
Canadian Professional Sales Association
In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss what recruiters should look for in sales candidates today. This...
Am I Entitled to Severance Pay If My Sales Position Is Terminated?
Canadian Professional Sales Association
While sales is a rewarding career, like many other high pressure professions, there is a high turnover rate. If you find yourself in the less than opt...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - How to Get Through the Screening Process When Applying to a Sales Role in a Large Organisation
Canadian Professional Sales Association
In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of the screening process for salespeople in l...
PODCAST TRANSCRIPT - Sales Compensation - How Do You Develop Top Sales Performers?
Canadian Professional Sales Association
In this episode of the CPSA Sales Compensation show, we'll discuss tactics and strategies to develop top sales talent. Our guest is David Johnston. ...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Developing an Employer Brand and Attracting the Best Salespeople
Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of developing an employer brand and attracting the b...
PODCAST TRANSCRIPT - Sales Compensation - Preparing Your Sales Compensation Plans for 2018
Canadian Professional Sales Association
In the latest episode of the CPSA Sales Compensation show, we focus on preparing sales comp plans ahead of the new year. Our guest is David Johnston...
5 Ways You Can Benefit from Sales Training
Canadian Professional Sales Association
Success in sales is reliant on the nurturing of specific skills and qualities that are integral to success. Whether or not you believe that such skill...
Identifying Your Team’s Weaknesses and Training to Reach Success!
Canadian Professional Sales Association
Remember when you were asked “tell us about your biggest weakness” in a job interview? Unfortunately, it’s no less awkward covering weaknesses in a co...
How Salespeople Can Make the Most of Work-Vehicle Expenses on Tax Returns
Canadian Professional Sales Association
Many Canadian salespeople spend significant portions of their work hours behind the wheel traveling to and from client meetings, trade events, and pre...
The Ongoing Journey: Always Keep Improving these Selling Skills
Canadian Professional Sales Association
Sales success is an ongoing journey. You can never rest on your laurels or get complacent if you want to stay ahead of the pack. Even if you are at th...
Lots of Graduates Enter Sales and Here's Why
Canadian Professional Sales Association
In days gone by, graduates were perhaps (how shall we put this) somewhat “snooty” about sales. It wasn’t necessarily the “career job” they were lookin...
The Enablement of Women in Sales - Sales Enablement Perspectives
Canadian Professional Sales Association
Sales has a problem, and it isn’t sales targets. There is a lack of gender diversity in sales; women are underrepresented. According to one study...
Top Sales and Marketing Technology Trends
Canadian Professional Sales Association
It seems like just yesterday we were exploring the potential of social media and wondering how CRM systems would change the way we think about sales a...
PODCAST TRANSCRIPT: Recruitment & Talent, “Rewarding and Rewarding Sales Performance with Rob Catalano”
Canadian Professional Sales Association, Recruitment & Talent Series
Kevin Grossman: In this CPSA recruitment and talent podcast we'll talk about rewarding performance and the steps recommended to recognize success in s...
PODCAST TRANSCRIPT: Recruitment & Talent, “Tracy Kapteyn on How to be a Leader of Sales Teams”
Canadian Professional Sales Association, Recruitment & Talent Series
In this CPSA recruitment and talent podcast, we'll talk about leadership and how to be a leader, not just a manager, of sales teams. We've heard time ...
PODCAST TRANSCRIPT: Recruitment & Talent, “David Johnston Talks About The Right Sales Compensation Formula”
Canadian Professional Sales Association, Recruitment & Talent Series
Kevin W. Grossman: In this CPSA Recruitment and Talent podcast, we’ll talk about “the right comp formulas” and how to conduct a sales compensatio...
The Dos and Don'ts of Using Gamification to Motivate Salespeople
Canadian Professional Sales Association
Since Microsoft announced that they were using FantasySalesTeam to motivate their salespeople in 2015, gamification has been touted as the golden ...
Stability in Sales Compensation
David Johnston
Five Ways Keep Your Best Salespeople in Challenging Times While the economy is projected to continue to grow, the sales environment has not gotten...
Powerful Sales Executive Interview Questions
Canadian Professional Sales Association
Not all sales execs are created equal and not all organizations need the same qualities from their salespeople. The questions you ask at interview...
Effective Sales Interview Questions
Canadian Professional Sales Association
In sales, understanding your audience is essential for getting to the root of what they need, so you can then figure out how to provide that for t...
Do Creative People Make For Better Sales Pros?
Canadian Professional Sales Association
There is a reason cover songs are so popular – despite the fact that the original is often well known and well loved, a different, creative approa...
Rewarding the Superstar: Strategies for Attracting and Retaining High Performing Salespeople
David Johnston
We are currently in the era of the superstar athlete, where individuals that are the elite of their sport can make millions of dollars per year, o...
Five Alternative Questions to Ask in a Sales Interview
Canadian Professional Sales Association
Interviews are a nerve-racking process. Almost everyone feels the pressure to make a good impression, say all of the things the interviewer is looki...
More Than Just Money: How to Compensate and Motivate Millennials in Sales
Canadian Professional Sales Association
How to Attract and Retain Millennials in Sales As the world of work becomes smaller and people become more connected, there’s a trend toward compani...
Company Brand: Reputation and Recruiting Top Sales Talent
Canadian Professional Sales Association
Did you know that 69% of job seekers wouldn’t take a job with a company with a bad reputation even if they were unemployed? Sounds far fetched but a...
Attracting and Engaging Top Sales Talent
Canadian Professional Sales Association
The ability to attract and engage top sales talent is key for any for-profit organisation. In many sectors like tech and finance, competition for top ...
Smart Phones and Recruitment: Using Mobile to Attract Sales Talent
Canadian Professional Sales Association
We all want to attract the best sales professionals to our team, but recruitment is a costly investment in terms of both time and effort. But what if ...
How to Empower Women To Reach Sales Leadership Positions
Canadian Professional Sales Association
We have a serious women-in-sales leadership problem. According to LinkedIn, the percentage of women professionals decreases across the board as senior...
How to do a Better Job Retaining Women in Sales
Canadian Professional Sales Association
Research from the LinkedIn user network demonstrates that growth in the percentage of women in sales is behind that of women in the workforce as a who...
Hiring Sales Pros: Candidate Warning Signs
Canadian Professional Sales Association
Hiring capable new team members is a difficult task and hiring top performing salespeople is probably even more challenging. After all, a high perform...
INTERVIEW: Recruitment & Talent, “Interview with David Brock -How To Give Your New Sales Pro Hires The Tools To Succeed with David Brock”
Canadian Professional Sales Association, Recruitment & Talent Series
Kevin W Grossman: Companies need their salespeople selling as soon as they can ramp up. This means they cannot afford any lengthy onboarding processe...
PODCAST TRANSCRIPT: Sales Strategy, “Leanne Hoagland-Smith on Connecting the Dots”
Canadian Professional Sales Association, Sales Strategy Series
Listen to the podcast here. Bill Banham: The modern sales funnel is big and it includes numerous sales channels. At the top of today's multi-c...
PODCAST TRANSCRIPT: Sales Strategy, “Matthew Cook Gives His 7 Strategies to Get More from Sales Emails”
Canadian Professional Sales Association, Sales Strategy Series
Bill Banham: In theory, writing sales emails seems super easy. You can write an email template, blast it to hundreds of leads, all from the comfort o...
PODCAST TRANSCRIPT: Recruitment & Talent, “Mario Martinez Jr Discusses People Skills that Help Salespeople Become Entrepreneurs”
Canadian Professional Sales Association, Recruitment & Talent Series
Kevin W. Grossman: In this CPSA Recruitment and Talent podcast, we’ll talk about “entrepreneurism” and the people skills that help salespeople become...
PODCAST TRANSCRIPT: Recruitment & Talent, “Bench Strength and Sales Succession Planning with Lori Richardson”
Canadian Professional Sales Association, Recruitment & Talent Series
Knowing who should be promoted or moved laterally within an organization – and where and when – is why succession planning is so important to keeping...
PODCAST TRANSCRIPT: Recruitment & Talent, “Interview with Molly Fletcher - Motivation: Top Five Ways to Motivate Your Sales Team”
Canadian Professional Sales Association, Recruitment & Talent Series
In this CPSA Recruitment and Talent podcast, we'll talk about motivation and some of the top ways to motivate your sales team. Money makes the world ...
PODCAST TRANSCRIPT: Sales Compensation, “Colin Jarvis on Joining Payments to Performance”
Canadian Professional Sales Association, Sales Compensation Series
David Johnston: Hello. My name is Dave Johnston and I'd like to thank you for joining us. The days of one-size-fits-all sales incentive plans are lon...
PODCAST TRANSCRIPT: Sales Compensation, “How to Develop an Effective Sales Compensation Program with Matt Tyre”
Canadian Professional Sales Association, Sales Compensation Series
David Johnston: Hello. My name is Dave Johnston. I'm President of Sales Resource Group. Now, I'd like to thank you for joining us today for one in th...
PODCAST TRANSCRIPT: Sales Compensation, “Donya Rose Offers Best Practices for Sales Compensation Management”
Canadian Professional Sales Association, Sales Compensation Series
David Johnston: Hello, my name is Dave Johnston. I'd like to thank you for joining us today. One-size-fits-all sales incentive plans are long gone. H...
PODCAST TRANSCRIPT: Sales Compensation, “Roy Zavorsky on Why Sales Compensation Strategies Matter”
Canadian Professional Sales Association, Sales Compensation Series
David Johnston: Hello, my name is Dave Johnston. I'm president of Sales Resource Group. I'd like to thank you for joining us today for one in a serie...
Employer Brand: Using Social Media to Attract Top Candidates and Engage your Workforce
Canadian Professional Sales Association
In today’s connected world, social media is one of the most powerful communication tools we have at our fingertips. Whether used for connecting with f...
CPSA Webinar Recording: 10 Questions To Ask About Your Sales Compensation Plan
Canadian Professional Sales Association
What do you know about your sales compensation plan? View our webinar, hosted by Sales Resource Group Inc. President, David Johnston, we will investig...
Key Findings from the CPSA Compensation Reports
Canadian Professional Sales Association
Sales professionals are different. Like your non-sales colleagues, your success depends on your performance; but unlike them, so does your compensatio...
Invest in Sales Training and Take Your Sales Skills to the Next Level
Canadian Professional Sales Association
If you’re looking to kick up your sales levels a notch, sales training is one of the best options available. While some people believe sales is fai...
5 Things You Must Do Right To Land the Perfect Sales Job
Bryce Carter, National Director, Business Development, Grand & Toy
Employers often narrow in on three key areas during the hiring process – your history, your fit with the company and team and how you perform ...
Things That You Will Never Hear From A Great Salesperson
Tibor Shanto
It has always been said that in order to succeed you should follow and mimic those who excel. But given the popular 80/20 myth in sales, and the fact ...
A Hiring Success Rate Under 50% Is Costing You
Lori Richardson
Do you have about a 50-50 chance that your new Account Manager or Sales Rep is the right fit? It is integral to have success in hiring sales re...
2 Tips to Get More out of Your Best Sellers
Colleen Francis
It is a common belief that top performing salespeople don’t need to be coached? That notion is wrong. Your top producing salespeople must be coa...
5 Different Types of Sales Compensation Plans
Rhys Metler
Choosing a sales compensation plan is an important decision to make for any organization. The right plan will adequately motivate your sales people t...
Success Is A Decision That You Make
Robert Terson
When salespeople call me for help, one of the first things I tell them is—success is a decision you make. When you decide to be successful,...
Spotting Sales Duds
The Canadian Professional Sales Association
You can teach salespeople many things, but whether or not your potential hire is going to blend well with your existing team and adopt the ethics you...
Sales Debate #2 – Do Email Attachments Engage Prospects?
The Canadian Professional Sales Association
When engaging with prospects via email, it is common for salespeople to pass along multiple documents of information, in hopes of intriguing the cont...
Sales Debate #1 – Can You Build Relationships Via Email?
The Canadian Professional Sales Association
With the ease of modern communicative mediums, building strong relationships with your prospects and clients proves to be more difficult and yet more...
Five Secrets to Make Your Sales Calls Unique
Mike Brooks
Cold calling is tough, I get it. Even if your marketing department is generating so called “warm leads,” the resistance of people w...
Sales 3.0 - Performance Management
The Canadian Professional Sales Association
Effective sales performance management is a critical initiative which aims to drive sales and reduce operational costs. Sales performance management ...
The Compensation Game – Should Pay Be Linked to Performance?
The Canadian Professional Sales Association
Intended to provide employees with motivation, performance related pay (PRP) is becoming an increasingly popular option for employee compensation. Wh...
What are the most important questions to ask prospective sales employees during an interview?
The Canadian Professional Sales Association
When hiring a new salesperson, asking the right interview questions are essential to securing a highly-skilled employee. However, what are the most i...
Are Retention Bonuses Worth the Investment?
The Canadian Professional Sales Association
Due to the increased demand for sufficiently educated and trained employees, more and more employers are offering retention bonuses in an effort to r...
Three Techniques That Help Identify Top Sales Reps
Mike Brooks
There are many ways to try to identify the characteristics in advance, and in fact a whole industry of profiling and assessment testing has sprouted ...
Are You Picking the Right Compensation Plan for Your Business?
The Canadian Professional Sales Association
Choosing the right sales compensation plan is essential to ensure your business is competitive when recruiting and retaining talented employees. ...
The NEW Canadian Anti-Spam Legislation - Do You Comply?
The Canadian Professional Sales Association
In December of 2010, the Canadian government announced that as of July 1, 2014, the Canadian Anti-Spam Legislation (CASL) would come in to effect. As...
How do you define Total Target Compensation (TTC)?
The Canadian Professional Sales Association
Within a sales context, the Total Target Compensation (TTC) refers to the total cash compensation available for the sales job or position. This would...
5 Sins of Sales Pitching
The Canadian Professional Sales Association
As a dedicated sales professional, you have worked hard to gain attention in the industry and stand out from your competitors. Recently, a prospectiv...
Best Practices for Effective Compensation
Colleen Francis
Compensation plans for sales teams can be one of the trickiest tasks for a sales leader. Countless commission structures fail despite sales leaders&r...
How do I perform a background reference check on a prospective supplier or partner outside of Canada?
The Canadian Professional Sales Association
To avoid unpleasant surprises down the road, it is important to perform due diligence on prospective vendors and suppliers. A background screen shou...
5 Email Mistakes You DON’T Know Are Costing You Sales!
The Canadian Professional Sales Association
Email is an extremely valuable tool that continues to make its mark in the professional sales community. The ability to connect one-to-one with ease ...
Tired of Hiring Bad Salespeople?
Colleen Stanley
You may have seen this movie before. In fact, you might have landed the starring role in the film titled, ‘Bad Hire, Bad Life.’&nbs...
I am having trouble hiring top performing salespeople. How can I improve?
The Canadian Professional Sales Association
It may be your personal bias and definition of what makes a great salesperson that is getting in the way of great hires. Great salespeople are made ...
9 Warning Signs of a Demoralized Sales Team
The Canadian Professional Sales Association
Every sales cycle naturally involves ups and downs. However, if your team is showing a pattern of negative energy, then the downs may seem more frequ...
When Incentive Plans Go WrongWhen Incentive Plans Go Wrong
The Canadian Professional Sales Association
Sales incentive programs have an enormous impact on the bottom line, and on the future growth of the business. Their sole purpose is to “incent...
Sales Management Challenge: What Do You Do When Market Rumors Are Killing Sales?
Lee Salz
Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a ch...
How to Write Emails that Get a Response
Mike Brooks
I don’t know about you, but my email open rate is going the way of voicemails – rarely listened to, and quickly deleted. What I’ve found, howev...
How to Recruit and Retain a Winning Sales Team
The Canadian Professional Sales Association
The battle for sales talent is never-ending and always challenging. The frequency of transition for sales professionals between companies makes the j...
Value Proposition Examples: Words That Get Meetings
Jill Konrath - Author, Speaker, and Strategist
Jay is the owner of a massage therapy company. He's trying to figure out how to sell his services to the corporate market. Like many of you, he doesn...
How Do You Skillfully Evaluate Sales Candidates?
Lee Salz
Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a challen...
How many Canadian employers incorporate psychometric assessment testing into their hiring process?
The Canadian Professional Sales Association
Many companies have now started to look into ways of finding an employee who behaviourally fits their job position. If done properly, taking more tim...
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