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Julie Thomas

CEO at VALUESELLING ASSOCIATES-GBS

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What do you do with unsolicited vendor gifts?

People & Leadership Financial Management Vendor Management

Keep it

I never accept them

Donate it

Depends on the dollar amount

Other (leave a comment)

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23.7k views10 Upvotes35 Comments

What is the most effective frequency for 1-on-1 meetings with direct reports?

People & Leadership Strategy & Architecture Cloud+15 more

Once a week

Once every 2 weeks

Once a month

Adhoc

What 1-on-1?

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13.1k views12 Upvotes25 Comments

Who do you feel should pay for career development training courses?

Culture & Values Training & Certification

Your workplace should pay and allow company time to train.

Your workplace should pay but you train on your own time.

Employee should pay and train on their own time.

Other (please share below)

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6.1k views3 Upvotes5 Comments

Have you ever encouraged a high-performing employee to resign?

Talent Management & Performance Culture & Values Mentoring & Coaching

Yes, once.

Yes, multiple times.

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4.6k views2 Upvotes13 Comments

What percentage of your one-on-ones with direct reports do you dedicate towards their professional development?

Talent Management & Performance Mentoring & Coaching Personal Development

0% - 10%

10% - 25%

25% - 50%

50% - 75%

75% - 100%

Unsure

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7.2k views4 Upvotes5 Comments

How often do you revisit compensation plans?

Employee Engagement Talent Management & Performance

Monthly

Quarterly

Bi-annually

Annually

Only as needed

I'm not sure

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1.8k views1 Upvote

How large is your typical customer buying group that is responsible for making a purchase decision?

Customer Engagement

Just one decision maker

2-3

4-5

6-7

8-9

10 or more

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475 views3 Upvotes3 Comments

What challenges do you face in growing your business?

Innovation

Customers focus on price over value

Struggle to earn attention from right clients

Lack of qualified leads

Tough to carve our niche in the market

Stuff that used to work doesn't work anymore

Nobody in our firm sells as well as our primary rainmaker

Can't get non-salespeople to contribute to grow revenue

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6.3k views1 Upvote1 Comment

Are you using any CRM software in your company?

Applications & Platforms Cloud Contact Center & Telecom+15 more

Yes

3.4k views1 Upvote4 Comments

Would your team be more successful if performance data from other teams were more accessible/transparent?

Process Management Peer Insights

Yes

Unsure

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3.7k views2 Comments

How do you know when it's time to finally walk away from a prospect?

Employee Engagement Customer Engagement

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)21 days ago

HIgh performing sales teams have a consistent and easy-to-inspect qualification model. It should be based on the buyer journey rather than the sales persons activities. When that model maps to the buyer's journey and reflects ...read more

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268 views1 Upvote2 Comments

Where do you stand on the spectrum of sales needing to be sales rep-led versus making it easy for customers to buy without ever speaking to one of your people?

Customer Engagement Business Applications People & Leadership

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)a month ago

This is a huge topic that I’ve been thinking about a lot recently. There are many companies out there that don’t need sales teams to be successful. For instance, Uber and Airbnb didn’t need sales teams to achieve significant ...read more

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278 views1 Upvote2 Comments

How do you make the shift from selling to small/mid sized businesses to enterprise? And vice versa, how do you manage the adjustment from enterprise sales to SMB?

Customer Engagement Employee Engagement

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)a month ago

There are a lot of if this then that you can weave in here, but something I learned during my time in SMB is you really have to work the top faster and you need to get your prospects in and out the funnel faster. The most ...read more

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249 views1 Upvote3 Comments

With all the rise of revenue enablement, how are companies actually putting it into play to make sure customer journeys are smooth and really drive revenue growth?

Peer Insights People & Leadership

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)2 months ago

This is the million-dollar question! Many revenue enablement initiatives are measured based on the impact on the revenue professionals. Some focus on revenue results, I believe one of the missing components is the true ...read more

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364 views4 Upvotes4 Comments

Can anyone share any tips/best practices for how you are preparing to address potential skill gaps when adapting to a more digitally focused commercial strategy?

Customer Engagement Training & Certification Talent Management & Performance

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)8 months ago

The fundamentals remain the same.
1. Constantly reviewing the Customer journey and training reps on the best ways to support Customers through their decision making process.

2. Supporting line managers in how to ...read more

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224 views1 Upvote2 Comments

With a remote sales team, how are you approaching virtual sales enablement? Can you elaborate on any specific strategies, tools, or training works that have worked for you?

Employee Engagement Customer Engagement

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)8 months ago

Our sales team is 100% remote.

We depend use a number of tools in different categories. Here are a few of the key categories:

1. Electronic signatures
2. CRM
3. Sales enablement/content management platform
4. ...read more

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684 views1 Upvote4 Comments

Would you let someone change roles even if they are on a performance improvement plan (PIP)? Has this happened on your team before?

Personal Development Talent Management & Performance Mentoring & Coaching

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)8 months ago

Like most questions, this is a - well, it depends.

Why the PIP?

Is the person in the wrong job and the move to a new role is better suited to his/her skillset?

In other words, if the individual ...read more

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693 views5 Comments

What are your best questions that you ask during interviews for sales roles? Drop them in the comments below!

Talent Sourcing & Hiring

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)8 months ago

This sounds pretty basic, but I'm often shocked by what I get back.

"Tell me in your own words what you know about our company." "Now, how would you present our [company or product/s] to a prospect?"

I'm ...read more

4 1 Reply

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402 views1 Upvote6 Comments

Over half of Sales Leaders say Talent Attraction/Recruitment (60%) and Skills and Training Gaps (52%) could be the biggest obstacles in hitting Sales Org Priorities for 2024. What do you think needs to be done to overcome this?

People & Leadership Peer Insights Business Applications+1 more

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)8 months ago

I think it starts by understanding exactly what skills and behaviors are needed for success in the role. In addition, identify those "traits" or attributes that can't be taught, yet are important for success. ...read more

5 1 Reply

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854 views3 Upvotes4 Comments

In your experience, does hiring more sales reps stimulate growth?

Customer Engagement Talent Sourcing & Hiring

Julie ThomasCEO at VALUESELLING ASSOCIATES-GBS in Services (non-Government)8 months ago

I joined many companies as 1 of many reps AND also was involved in hiring groups of reps at a time. From a numbers perspective, there is "more" happening and therefore often more growth. However, is hiring more sales ...read more

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318 views2 Upvotes4 Comments

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