Sales Management and Talent Insights

The first question you have to ask yourself before releasing a sales person is, “Am I clean?” It is almost always wrong to fire a sales person if you can’t…

Sales roles vary widely and place very different demands on the people fulfilling them. Profiling your entire sales team prevents you from making all the obvious blunders in sales management,…

Carl Bass, president and chief executive of Autodesk Inc on why it is critical to be clear about the company's direction. Do you remember the first time you were somebody’s…

Every day there are tens of thousands of sales leaders who are trying to manage a sales team that has lost respect for them – and many don’t even realise…

Those interested in doing a better job of managing people – supporting them, inspiring them to greatness – can find plenty of advice out there. The problem is that it is not clear which advice…

The past few years have been a challenge for most partner organisations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As an organisation…

It’s important to have a meeting rhythm and to hold your sales people accountable for their commitments and their results. But in doing so, we can train sales people to…

Recent surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call 'Level 3'. A further 15% attain 'Level 2' status, but the…

Are there areas you want to improve as a leader? I race too much. My brain races too much, so even if I’ve listened to everything somebody said, unless you…

If the thought of managing former peers, friends or those who are older than you causes some anxiety, you can reduce your worry by establishing some ground rules while earning…