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One of the biggest innovations in how sales teams are structured within the last 10 years has been the rise of the Sales Development Rep.   In the past, there was often a one size fits all to the sales team, with the only difference being the size or importance of the accounts the sales reps were covering. There are some significant implications for SDR training and...

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Onboarding is one of the most important company activities, in fact, a recent study by BambooHR found that 31% of employees quit within the first month. A failed employee represents an incredible cost to an organization, including the expenses associated with hiring and the opportunity cost.   This can be magnified for a sales person because a failed employee can mean lost revenue opportunities. Having a well-thought...

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onboard quickly

It is still shocking how many firms invest lots of effort and resources into the hiring process, only to do a poor job onboarding the new employees. For sales, we have written recently about different ways you can onboard your new team members. One article that inspired this post was an interview with a sales leader at HubSpot. There are many reasons why...

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