Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, I'd always recruit the ten. As an advisor to businesses and professional service firms on how to build an effective sales team, I would also council my clients to hire "tens." Big mistake!

Pareto's principle (the 80/20 Rule) is vividly illustrated in most industries by the fact that 80 percent of the sales are closed by only 20 percent of the sales professionals. After 24 years of working with literally thousands of sales representatives and service industry professionals as an advisor, trainer and coach, I have learned an important truth--that the ten personality is rarely found in the ranks of the top 20 percent of the sales professionals who produce 80 percent of the sales. For this reason alone, I now hire candidates that fall about a six on the personality continuum and I council my clients to do the same.

Why hire a six? Because the six personality makes up the vast majority of today's top sales producers. And they are successful at selling, simply because they have a six personality. They are a bit reserved and a lot less outgoing than the ten, but they still have the people skills to communicate well. They do less talking than a ten and they listen better, giving them a decided edge in communicating effectively. Although six personalities have less charisma than a ten, they have a much greater ability to deal with the details of the selling process. This helps them to consistently find new prospects and to organize their day to get more done than an eight ro ten personality. Their ability to produce leads, the effective use of time and their systematic approach to presentations, gives the six personality a selling edge. Most sales professionals with a ten personallity absolutly loath prospecting, paperwork and organizing themselves, so they simply rely on their personality and charm to achieve their sales objectives.

You have to hire smart to develop a sales team that are all "top producers." You don't have to live with an 80/20 rule sales team, if you truly understand the personality of the sales or service industry professionals who make up the 20 percent and then only hire candidates that fall into this demographic. However, there's one problem with this suggestion. You rarely can find a candidate that is in the top 20 percent, who is actively looking for new employment. And, a company or firm would be crazy to let their top producers leave them. Most employers usually do everything in their power to retain their best performers. Your only recourse then is to hire someone from the 80 percent grouping with potential to be a top producer. And how to do this must be the topic for another article

Best wishes for continued sales success.

To Obtain a discount on 101 SALES MYTHS manual click on:

http://www.TheSellingEdge.com/myths1.htm

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides.

Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: [email protected].

In The News:

Insight to successful sales management meetings  TechGenYZSales management meetings may be dreadful and a times boring. To add spice to a successful meeting agenda use these simple tips.
Sales Manager (Market Development Manager) - Oxfordshire  The BooksellerA leading educational publisher is seeking a Market Development Manager to drive growth across the UK. This role sits within the...
NMC Appoints Western Sales Manager for Proactive Video Monitoring  Security Sales & IntegrationNorm Barton joins National Monitoring Center to support new proactive video monitoring dealers in the Western United States.
Using intent data for B2B pipeline acceleration  MarTech TodayJust a few days after this Thanksgiving's food and football, we were all treated to another feast with the Mars INSIGHT landing, both for the eyes and for the ...
StarCapital appoints sales manager & expands PM  Investment EuropeAsset Manager StarCapital has appointed Florian Mende as head of Wholesale Sales. He will expand the business in Germany. Mende previously worked at the ...
TAPMI plans Marketing & Sales Management course  BusinessLineMangaluru, November 19. The Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in ...
IMAGEN Brands Hires Liza Sachs to Sales Management Team  Advertising Specialty InstituteSachs is an experienced promo sales leader who has worked on the supplier and distributor si...
TAPMI Launches Post-Graduate Programme in Marketing & Sales Management (MSM)  PaGaLGuYT. A. Pai Management Institute (TAPMI), one of India's premier b-schools, announced the launch of its two-year full time PGDM Programme in Marketing and ...
Nikko Asset Management recruits UK sales head from Jupiter  Financial NewsClive Paine joins Nikko's London-based European sales team.
Area Sales Manager Rocky Rockwell Joins Waterstone Mortgage  National Mortgage Professional MagazineWaterstone Mortgage Corporation has announced that the company has hired Area Sales Manager Rocky Rockwell to assist homebuyers in California.
Inside Sales Manager - Grubhub  Built In ChicagoGrubhub is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Metrojet Appoints Janet Chen As Regional MRO Sales Manager  AviationPros.comHong Kong – (10 December 2018) – Hong Kong-based Metrojet Limited (www.metrojet.com), a business aviation *service* provider with presence throughout the ...
Channel chiefs and managers deserve better than ‘drive-by training’  Computer Dealer NewsMary Coppard, senior channel sales executive for SAP Canada, jokes she was recently “gifted” with seven new employees, none of whom have ever worked in ...
Ancillary Insurance Carrier Renaissance Expands Sales Management Team  PRNewswireINDIANAPOLIS, Nov. 15, 2018 /PRNewswire/ -- Ancillary insurance carrier Renaissance Life & Health Insurance Company of America is expanding its sales ...
Top 5 reasons SMEs fail to get the most out of sales training  EuropeanCEOMany SMEs assume investing in sales training will automatically increase sales productivity. In fact, as the sales team is on the frontline when it comes to ...
Creating Thought Leaders at VIT Business School VIT gives students the core subjects and electives. VITBS  PaGaLGuYVIT gives students the core subjects and electives. VITBS offers a lot of core subjects which are mandatory like the management and organisational behaviour, ...
E-Retail Sales Manager – London – £45,000 + benefits  Cosmetics BusinessResponsible for marketing plans, promotions, NPD launches, commercial strategies, order processing and analysis.
What Ulta Beauty Wants You to Know  Motley FoolIt took over a year, but Ulta Beauty (NASDAQ:ULTA) is finally back to posting faster sales gains. The spa and beauty products retailer had plenty of good news ...
SG marketing and tech salary guide: What you should bargain for in 2019  Marketing InteractiveThe market will see salary increments of about 20% for job movers in digital roles, given the shortage of such talent.
Hotel operators need a makeover of their management contracts  gulfnews.comFor years, global hotel management companies offered a fairly standard management agreement to owners, taking 3 per cent of revenues (the so-called base ...
Charles Chocolates - National Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHIn a chocolate world that seems focused on following the next “trend” to make a quick buck, Charles Chocolates stands steadfast in our dedication to using the ...
John D. Bradway II has been appointed Director of Marketing and Sales at Edgewood Tahoe  Hospitality NetEdgewood Tahoe, set along the beautiful shoreline of South Lake Tahoe, is thrilled to announce John D. Bradway II as its Director of Marketing and Sales.
Is Technology Hurting or Helping Our Ability To Sell And Drive Revenue?  Business 2 CommunityI was invited to participate in a roundtable on the topic, “Is technology hurting or helping our ability to sell and drive revenue?” It's a fascinating topic, my ...
Flying Embers - Market Sales Manager - Bay Area - BevNET.com Beverage Industry Job Listing  NOSHWe are seeking an enthusiastic and experienced sales professional to join our team and lead our efforts in the Bay Area. Only applicants who reside or are ...
Personalized Pitches: Improving Inside Sales Outcomes with Better Data at a Click  TechTargetThis blog helps organizations better resource and set up their inside sales teams to achieve better outcomes with more personalization and real intent data.
E-Retail Sales Manager (AE1302) - London - United Kingdom  Premium beautyArthur Edward Salary: £45000 + benefits Do you have sales experience working within a beauty E-Retailer role or have you worked with a leading (...)
Gulfstream appoints new regional sales manager  Trade ArabiaGulfstream Aerospace Corp has appointed Timothy Wood as regional sales manager for Africa, the Middle East and South Asia.
Gulfstream Names Tim Wood Regional Sales Manager  AviationPros.comGulfstream Aerospace Corp. has appointed Timothy Wood regional sales manager for Africa, the Middle East and South Asia. He reports to Nicolas Robinson, ...
Ovention Welcomes Tim Klauder as Sales Manager  Convenience Store DecisionsKlauder brings a background in specialized ovens and leading kitchen teams with top restaurants to his new role at Ovention. Ovention Oven Corp., a provider of ...
Iris Vineyards & Winery - Regional Sales Manager (West Coast) - BevNET.com Beverage Industry Job Listing  NOSHIris Vineyards & Winery, located in the beautiful Willamette Valley, is currently searching for a Regional Sales Manager to cover the West Coast Territories!
Bartle & Gibson hires Erica Grinnell as B.C. electrical sales manager  Electrical BusinessDecember 4, 2018 - Bartle & Gibson, an independent Western Canadian distributor of electrical, heating and plumbing products, recently hired Erica Grinnell for ...
Product Line Sales Manager - Software Asset Management (SAM) - ServiceNow  Built In ChicagoServiceNow is changing the way people work. With a *service*-orientation toward the activities, tasks and processes that make up day-to-day work life, we help ...
Dave & Buster's blames weak sales on poorly executed all-you-can-eat wings special  Yahoo FinanceDave & Buster's shares tank after the company reported disappointing sales in Q3.
New ROSS Regional Sales Manager  Cleanroom TechnologyGregg Drames is the newest ROSS Regional Sales Manager covering the Mid-Atlantic Region (DE, MD, Washington DC, Southern NJ and parts of PA).
General Sales Manager  TV News CheckWFXR WWCW. Nexstar Broadcasting Group Inc. has an immediate General Sales Management opportunity in the Roanoke/Lynchburg, VA market at WFXR the ...
Jiffy International names Kent Carrell North American sales manager  Greenhouse ManagementJiffy International AS has named Kent Carrell to the position of North American sales manager. Carrell brings more than 20 years of experience in working with ...
A Comprehensive Guide on Getting Your SaaS Business on Mobile App  AppinventivMobile SaaS market has established itself to be growing million by million, every year. Here's a guide for businesses looking to expand into the Mobile SaaS ...
The Sales Manager Training Challenge  Asia Radio TodayPeady's Selling Engagement sponsored by IRD Prospector. Welcome to this week's post on sales and selling success. I'm sure many of you know Hubspot ...
This Is What Your Marketing and Sales Funnel Really Looks Like  Business 2 CommunityThe sales funnel has evolved. The tried and true sales and marketing model has been surpassed by flywheels, bowties, and more. But just like your ...
Sales Performance Management Solutions Market Size, Status, Scope and Growth Prospects 2018  Central Florida Law JournalGlobal Sales Performance Management Solutions Market 2018 by Manufacturers, Regions, Type and Application, Forecast to 2023. The report presents an ...
Ted Nahil Joins Nautel as Regional Sales Manager  Radio WorldAccomplished sales and technical *service* professional will manage eastern USA sales territory for Nautel.
Why It's So Hard to Sell New Products  HBR.org DailyThomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why ...
Sales Manager (AE1276) - Home Based - United Kingdom  Premium beautyArthur Edward Salary: £40-45000 Are you an advocate of the best in natural active ingredients for use in the cosmetics and personal care (...)
Crying at Work: How Does Your Culture Handle It?  SHRMPeople cry at work for a variety of reasons. For both employees and managers, it's important to practice emotional intelligence and think before reacting.
Joseph James 'Joe' Levy, 90, enjoyed a career in sales management  Southside DailyJoseph James “Joe” Levy, 90, of Virginia Beach, passed away peacefully Thursday, Nov. 22, 2018. Joe was born Jan. 24, 1928, in New York City. Growing up in ...
Sierra Nevada Brewing Company - REGIONAL SALES MANAGER - Pacific Northwest - Brewbound.com Craft Beer Job Listing  Brewbound.comThe Regional Sales Manager develops our sales team and leads our wholesaler management efforts in the Pacific Northwest Region. This position reports to ...
Merchant du Vin - Sales Manager - (1) KS, MO & OK territory, (2) Bay Area (San Francisco) territory, (3) Northern CA territory - BevNET.com Beverage Industry Job Listing  NOSHMerchant du Vin (MdV) is the premier specialty beer importer representing seven family-owned and four abbey-owned breweries from England (Samuel Smith's) ...
Ad-ventures in Marketing XI  PharmaLiveWritten by: Joshua Slatko | [email protected] | Dated: Wednesday, December 12th, 2018. For the eleventh year, Med Ad News has chosen new ...
‘There’s a huge demand’: Why product manager is the new pivotal role at publishers  DigidayProduct managers have become the must-have new hire for publishers. Nearly a year into its first head of product Julia Beizer's reign, Bloomberg Media has ...
True Influence® Solidifies Executive Leadership Team, Appointing Brian Glynn as CRO and Ken Stout as CSO  Business WireTrue Influence®, the technology leader of intent-based marketing and demand generation solutions, today announced that effective immediately Ken Stout.
Copper & Kings American Brandy Co. - Regional Sales Manager - Houston, San Antonio, Louisiana - BevNET.com Beverage Industry Job Listing  NOSHSeeking Copper & Kings Regional Sales Manager for San Antonio, Houston, and New Orleans. Relevant work experience in wine and spirits is a must.
Zest Tea - Grocery Sales Manager - Bagged Tea - BevNET.com Beverage Industry Job Listing  NOSHWhat is Zest Tea? Winner of Best New Product at the World Tea Expo, Zest premium energy teas offer the same energizing kick of coffee without the negative ...
Tim White appointed Hyundai’s new national fleet sales manager  FleetNewsHyundai Motor UK has appointed Tim White as national fleet sales manager, following the arrival of Michael Stewart as fleet director at the start of the year.
ConnectWise Acquires Cloud Software Development Company  ChannelE2EConnectWise acquires HashInclude Computech, a cloud software development company that has Amazon Web Services (AWS), Microsoft Azure & Office 365 ...
Gen Z and Millennials fuel 2018 holiday sales  Greenhouse ManagementYounger holiday shoppers plan to spend more during the holiday season, according to the National Retail Federation.
Baxter Brewing Company - Territory Sales Manager- Southern Maine - BevNET.com Beverage Industry Job Listing  NOSHBaxter Brewing Company Territory Sales Manager- Maine. Company Description. Located in a renovated, 1850's textile mill in downtown Lewiston, Maine, ...
ABBYY Selects Rusty James to Lead Partner Growth throughout North America  Associated PressMILIPITAS, Calif.--(BUSINESS WIRE)--Dec 12, 2018--ABBYY, a global provider of *content* intelligent solutions and services, today announced Rusty James has ...
Guidelines for navigating the sales software market  TechTargetNavigating the sales software market can be difficult, especially when organizations put so much importance on ROI. Learn how different organizations decided ...
Global Battery Management System Sales Market to See Worldwide Growth by 2025: Leading Companies are Johnson Matthey, Lithium Balance, Nuvation Engineering  Prism DailyThis report released by Marketresearchpro on the Battery Management System Sales market is an all-encompassing research on the market trends of Battery ...
Hyundai Motor UK appoints Tim White as National Fleet Sales Manager  Automotive WorldHyundai Motor UK has further strengthened its fleet team with the appointment of Tim White as National Sales Manager.
NMC Appoints Norm Barton Regional Sales Manager West, Proactive Video Monitoring  Security TodayNorm Barton Joins National Monitoring Center (NMC) as Regional Sales Manager West, Proactive Video Monitoring, as Support to New Proactive Video ...
Habanos S.A. Appoints New Control and Sales Management Director  halfwheel.comCorporación Habanos, S.A., the Cuban cigar company, has appointed Alberto Dónar Cruz Rojas as the company's new control and sales management director, ...
Crave Distributing Fresh Markets - Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHARE YOU…EXCITED to share new opportunities? WILLING to take on new challenges? PASSIONATE about Sales? EAGER to close the deal?
Why Your Pipeline Doesn’t Need Any Sales Stages  Business 2 CommunityThis is a subject I've referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that deserves far more attention – and ...
Regional Field Sales Manager – Symmetrikit – UK  THIIS£40k Basic Salary with a generous Commission Scheme: O.T.E £50-60k. Location: Due to the continuing growth of our sales team, we are flexible on location.
The Premiere Group Acquires Derek Lam Beauty License  GlobeNewswirePrestige beauty company The Premiere Group announces acquisition of Derek Lam Beauty license with aims for brand expansion in 2019.
Pimcore Closes $3.5 Million in Series A to Expand Open-Source Data and Experience Management Platform  MarTech SeriesPimcore, the leading open-source platform for data and customer experience management, has closed $3.5 million in Series A funding.
Geoff Ables to Join Full Day of Top Rated CRM Speakers at the January 26, 2019 Dynamics 365 Saturday Event in Boston - Press Release  Digital JournalGeoff Ables is presenting CRM strategy and leadership sessions on designing people-centric business processes and a case study of how wine maker, Silver ...
LinkedIn Sales Navigator gets new engagement alerts, Custom Lists, more mobile search features  MarTech TodayLinkedIn announced new updates to its Sales Navigator platform on Wednesday. Since launching the “Deals” features in August, the sales management ...
JCDecaux Promotes Oliver Newton To General Manager Of Sales For Australia  B&TJCDecaux chief commercial officer Max Eburne today announced the appointment of Oliver Newton as general manager of sales for JCDecaux Australia.
Sinclair Names Eric J. Krieghoff To General Manager In Madison, Wisconsin  Financialbuzz.comMADISON, Wis., Dec. 10, 2018 /PRNewswire/ — Sinclair Broadcast Group, Inc. (Nasdaq: SBGI) announced that Eric J. Krieghoff has been named General ...
Director of Training and Education - Sales - Paylocity  Built In ChicagoPaylocity is hiring for a Director of Training and Education - Sales in Chicago. Find more details about the job and how to apply at Built In Chicago.
Cats, toast and business have more in common than you think  Knoxville News SentinelMany of you have probably heard the age-old cat/toast enigma: If you drop a cat, even from a short distance, it will almost always land on its feet. And if you drop ...
In Examining 27,357 Wins, 95% of Sales People Did This One Thing  Business 2 CommunityOver the years, we've seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We've seen certain patterns ...
Tim White joins Hyundai as national fleet sales manager  Fleet WorldHyundai Motor UK has appointed Tim White as national fleet sales manager with a remit to help shape the carmaker's fleet strategy. Tim White, national fleet ...
After Sales Manager | Agriculture  AMWe are currently working with a leading Agricultural Machinery business to help recruit them an After Sales Manager to Manage the *service* department, ...
Nearly Two-Thirds of Marketers Plan to Increase Spending on Live Events in 2019  AdweekThe digital ad space continues to deal with challenges like competition driving up prices, brand safety issues, fraud, questionable viewability measurement and ...
DI People: American Airlines, Kibo, La Madeleine Announce Promotions  dallasinnovates.comAcross North Texas, companies are promoting and hiring people to take on leadership positions within their organizations. Dallas Innovates covers prominent ...
Pebble Beach Systems appoints Andy Giles as Sales Manager for Europe, Israel and South Africa  TV TechnologyWeybridge, UK, December 6 2018 –Pebble Beach Systems, a leading automation, *content* management and integrated channel specialist, today announced the ...
HeraMED raises NIS 16m in Australian IPO  GlobesIsraeli company HeraMED successfully completed its IPO on the Australian Securities Exchange (ASX). HeraMED has developed a small monitor for home use ...
BCF Ventures increases potential fund size to $12M and announces six investments  Private Capital JournalCPE Media News (12/11/2018) – BCF Ventures, a super angel fund investing in pre-seed and seed stage startups, said it has increased its fund size potentially ...
$82.44 Million in Sales Expected for Regional Management Corp (RM) This Quarter  Fairfield CurrentBrokerages forecast that Regional Management Corp (NYSE:RM) will report $82.44 million in sales for the current fiscal quarter, Zacks reports. Two analysts ...
SLA Resin Market Intelligence Report: Supply Market Forecasts, Cost Drivers, Trends, Category Management Insights Now Available from SpendEdge  Business WireSpendEdge has announced the release of their Global SLA Resin Category Procurement Market Intelligence Report.
ZoomInfo Enriches Company Info with New Real-Time Firmographic Data  MarTech SeriesZoomInfo the leading growth acceleration platform for sales and marketing teams, announced the availability of several new features, including Company ...
Regional Sales Manager - Commercial Vehicle Finance - Nationwide  Asset Finance Internationalup to £65k per annum plus car OTE £100k plus. Working for a prestigious bank owned finance company, we have a great opportunity in commercial vehicle ...
News digest: NBFC crisis, Ola management rejig, Maruti sales, and more  Business StandardRead more about News digest: NBFC crisis, Ola management rejig, Maruti sales, and more on Business Standard. The new framework may not cover the entire ...
Freelancers, Get Ready For The Coming Recession  ForbesFreelancers, are you ready for the coming recession. Here's what you must do.
How to Start a Sales Coaching Program for Your Business  Business 2 CommunityCoaching your sales team takes up your time and money – but, investing in a sales coaching program can work wonders for your business and especially help ...
ZINFI Hosts Multi-Partner Demand Generation Best Practices Webinar with SiriusDecisions Guest Speaker  GlobeNewswireLearn How to Drive Lead Generation through Your Channel via Multi-Partner Demand Generation. PLEASANTON, Calif., Nov. 27, 2018 (GLOBE NEWSWIRE) ...
Wesco Aircraft Closes 2018 On Strong Sales, But Management Hasn't Yet Proved Its Mettle  Seeking AlphaFor Q4 2018, Wesco show strong sales across segments. However, the company's financials haven't yet reflected any of the operational improvements ...
Movers & Shakers: Coldwell Banker promotes sales director, managing broker & more  The Real Deal MagazineColdwell Banker made a few management changes in Miami-Dade. Dianne Regalado Kammerer was named director of sales for the brokerage's Coral Gables ...
Sales Enablement Manager - FourKites, Inc.  Built In ChicagoFourKites, Inc. is hiring for a Sales Enablement Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
The Sales Jigsaw Puzzle  Business 2 CommunityEvery once in a while, I like to do a jigsaw puzzle. It's nice to do in the evening, no distraction from devices, there's the great tactile feeling as I pick up a new ...
RBC Global Asset Management Inc. announces November sales results for RBC Funds, PH&N Funds and BlueBay Funds  Canada NewsWireTORONTO, Dec. 6, 2018 /CNW/ - RBC Global Asset Management Inc. (RBC GAM Inc.) today announced November mutual fund net sales of $146 million.
Phoenix American hires Vince Manning as South-Central US Regional Sales Manager  Insurance News Net14, 2018 /PRNewswire/ -- Phoenix American announces that Vince Manning has been hired as the South-Central U.S. Regional Sales Manager. Vince is based ...
Troegs Brewing Company - Sales Representative - Northeast Pennsylvania, Lehigh Valley & Berks County - Brewbound.com Craft Beer Job Listing  Brewbound.comPosition: Sales Representative. Territory: Northeast Pennsylvania, Lehigh Valley & Berks County. Job Classification: Full-Time, Year-Round. Reports to: ...
Peerless Electronics Expands with New Hires and Staff Promotions  AviationPros.comNovember 29, 2018; Bethpage, NY – Peerless Electronics Inc., one of the world's largest stocking distributors of switches, relays and circuit breaker products for ...
Mid-Weight Marketing Manager job, Cape Town  Bizcommunity.comPreviously disadvantaged candidates will be given preference. This is an outstanding opportunity for a mid-weight marketing manager to join the team at a ...
Sales and Sales Management Is Broken  Business 2 CommunityI have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven't had the opportunity to read it, make sure you take the time to ...
No sales managers? No problem! You can still sell well – here’s how  YourStoryDevang Mehta from Anthill Ventures talks about how startups can leverage technology and innovative solutions to sell without the need for traditional sales.

Sales Tactics to Beat Your Competition

This month I want to share a success from a... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

Sales Forecasting For New Businesses

Sales forecasting is the process of organizing and analysing information... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More