You’ve heard it said a million times: “Our people are our greatest asset.” You may be guilty of saying it yourself a time or two. It sounds really good, too.…
Improve Your Job Ads, Attract Better Sales Candidates
Good question! It seems that everyone has a favorite response. Some people only use recruiters, and others swear by networking. But classified ads (online and offline) continue to be the…
Astute Sales Managers Coach Sales Execs on Personal Improvement
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They'll eventually…
Take Caution in Sales Hiring – Can You Beat the “80/20 Rule”?
Most everyone has heard of, or experienced the 80/20 rule - 80% of the sales come from 20% of the salespeople. For businesses with 5 or more salespeople, it is…
How to Deal With a Sales Exec Who’s Performance Has Dropped
Every manager has, or will, confront this troublesome issue. It´s arisen in every workshop for sales managers or branch managers I´ve done. One or more of your sales people has…
Top 5 Tips for Fast Tracking Newbie Sales Execs
I was recently asked, "If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?" Good question! It really got…
How to Hire a Sales Manager with The Right Skills for The Job
One of the most critical decisions a company will make is the hiring of the right sales leader. However, many business owners and executives make the all too common mistake…