“Across the board, sales forces are really good when it comes to selling, however they are less effective at becoming real drivers and shapers of the business,” the report noted.
High-growth firms consider interpersonal skills the most important trait in hiring a salesperson, compared with 90% for executional skills and sales skills coming in third at 89%. When interviewing, middle market companies look for salespeople with good relationship-building skills.
To find the right salespeople for the job, middle market companies—especially smaller middle market organizations with revenues between $10 million and $50 million—primarily rely on referrals from their staff and other contacts. About a quarter of larger middle market organizations engage professional recruiters, and some bigger businesses tap into sales programs at colleges or universities, the report said.
Once hired, mid-marketers nurture their sales teams’ skills primarily through in-house training (76% for high-growth firms), followed by formal mentoring/coaching (71%) and online or virtual training (40%).
More than half (55%) of middle market companies have a top executive in the lead sales position, including chief sales officer, Managing Director or CEO at the sales helm. The CEO leads the sales team in 23% of middle market companies, compared with 24% for chief sales officers.
The most popular way to organize sales teams is geographically. More than half (52%) of high growth firms use this method, compared with 44% for the total middle-market. The second most popular method was by key account.
To download the NCMM report, click here.
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1:00 - 5:00 pm
Over 70% of Executives Surveyed Agree: Many Strategic Planning Efforts Lack Systematic Approach Tips for Enhancing Your Strategic Planning Process
Executives expressed frustration with their current strategic planning process. Issues include:
Steve Rutan and Denise Harrison have put together an afternoon workshop that will provide the tools you need to address these concerns. They have worked with hundreds of executives to develop a systematic approach that will enable your team to make better decisions during strategic planning. Steve and Denise will walk you through exercises for prioritizing your lists and steps that will reset and reinvigorate your process. This will be a hands-on workshop that will enable you to think about your business as you use the tools that are being presented. If you are ready for a Strategic Planning tune-up, select this workshop in your registration form. The additional fee of $695 will be added to your total.
2:00 - 5:00 pm
Female leaders face the same issues all leaders do, but they often face additional challenges too. In this peer session, we will facilitate a discussion of best practices and how to overcome common barriers to help women leaders be more effective within and outside their organizations.
Limited space available.
10:30 - 5:00 pm
General’s Retreat at Hermitage Golf Course
Sponsored by UBS
General’s Retreat, built in 1986 with architect Gary Roger Baird, has been voted the “Best Golf Course in Nashville” and is a “must play” when visiting the Nashville, Tennessee area. With the beautiful setting along the Cumberland River, golfers of all capabilities will thoroughly enjoy the golf, scenery and hospitality.
The golf outing fee includes transportation to and from the hotel, greens/cart fees, use of practice facilities, and boxed lunch. The bus will leave the hotel at 10:30 am for a noon shotgun start and return to the hotel after the cocktail reception following the completion of the round.
