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July 13 webcast fgt image
Alumni Knowledge Video Webcast - Solving the 50% Problem: Reducing the High Failure Rate of Sales Reps in Fast Growth Sectors
July 13, 2017
Thursday, July 13: 7:30 – 8:45 a.m. PDT / 10:30 a.m. – 11:45 a.m. EDT / 4:30 – 5:45 p.m. CEST

During this video webcast, Judy Wade (Silicon Valley), Senior Advisor and Co-Head of the Fast Growth Tech Practice, and Russell Groves (Atlanta), VP of the Firm’s Sales Solutions, will discuss the Firm’s latest research on what separates high- from low-performing salespeople in growth-stage technology companies. Utilizing a proprietary “Sales DNA” tool, the practice surveyed over 40 fast growth tech companies and more than 500 sales reps to determine the personality traits, skills, and motivators that separate the best from the rest.

The most important finding was that one size does not fit all; the distinguishing characteristics of high-performing salespeople depend on whether they are selling into industry verticals or selling a functional solution across industries. These insights can help growth companies avoid the time and expense of bad sales hires by learning what personality traits to look for in recruiting, which skills to train for once the salesperson is on board, and what motivates the highest performers to stay.

Judy and Russell will also share their perspectives and insights from serving B2B and B2C tech companies with a combination of traditional McKinsey services and solutions tailored specifically for the growth tech industry.

Click here for local times and to register for this webcast.

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Alumni Knowledge Video Webcasts are now accessible via Android, iPhone, or iPad mobile devices with the same audio, video, and content sharing features as the desktop version. Please download the free WebEx mobile app in advance of the start time to ensure a seamless experience. To join the live session via your mobile device, click the meeting link in your registration confirmation or reminder email for this session and enter the associated meeting password.

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Related Materials:

Click here for more information on the Sales DNA tool

Click here to read the full article, “Hiring successful sales people: One size doesn’t fit all”

Click here for more knowledge and insights from the Fast Growth Tech Practice website

Click here to view our last Fast Growth Tech webcast, “Busting B2B Sales Myths in Growth-Stage Technology Companies”
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