Hiring & Recruiting
The annual percentage of employees who leave a company for any reason is called the:
Turnover rate
The first step in producing valuable sales training programs is to identify:
Where in the organization training is needed
Power derived from a manager’s position in the organization is called:
Formal power
Sales goals are often referred to as:
Quotas
Removing internal obstacles so salespeople can focus on serving customers is called:
Barrier busting
An analysis of the duties, behaviors, and activities of a sales position is called:
Job analysis
Ensuring that employees can apply what they learned in training to their job is called:
Learning transfer
Influence based on relationships, expertise, or trust is called:
informal power
Goals based on activities such as number of calls or meetings are known as:
Input goals
Software used to track sales activities and customer interactions is called:
CRM software
Applicants who already work for the organization are referred to as:
Internal candidates
Training where new hires observe experienced sales representatives is called:
On-the-job training / shadowing
Helping salespeople improve their performance through feedback and guidance is called:
Coaching
Goals based on results such as revenue or sales volume are called:
Output goals
when it comes to performance, research shows that difficult but achievable goals lead to:
Higher performance
An interview where all applicants are asked the same standardized questions is known as a:
Structured interview
Using games or competitions to increase engagement in training programs is known as:
Gamification
A supportive professional relationship between a senior and junior employee is known as:
Mentoring
A drawback of allowing salespeople to help set their own goals is their tendency to estimate below what they could achieve. This behavior is called:
Lowballing
Leadership that emphasizes transparency, fairness, and accountability is called:
Ethical leadership
Managers who rush the hiring process and assume training will fix problems are likely to experience:
A hiring mistake / poor hire
Companies that appear on Selling Power’s Best Companies to Sell For list typically:
Spend significant funds on training.
When a younger employee shares skills or knowledge with an older employee it is called:
Reverse mentorship
Which of the following would NOT be included in a salesperson’s 3-month goals?
Bricolage ratios.
What percentage of Americans will be from non-Anglo backgrounds by 2050?
60%.