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:

Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Build a Sales Management Process That Works in 4 Steps  Business 2 CommunityMaybe you're a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing ...
PX Sales Data Integration Tool Completes End-to-End Analytics for Customer Acquisition Marketers  MarTech SeriesInternal Sales Data Analysis Offers Complete Visibility into the Funnel to Enhance Campaign Optimization. PX the leading marketing technology platform to ...
The Qualities of Top Sales Managers  Customer ThinkNo matter how good salespeople in a company's department are good at their jobs, they still need someone to guide them. This is not an easy job, as the person ...
Sales management strategies for strong SDR team leads  Business MattersBusiness MattersSales management is an aspect of management strategy which focuses on is focused on the real world use of marketing principles and converting this theory ...
Michelin names UK sales manager for services & solutions - European Rubber Journal  European Rubber JournalStoke-on-Trent, UK – Michelin has appointed Jonathan Layton as national sales manager, UK and Republic of Ireland, for the services & solutions business line.
Leveraging Sales Automation to Increase Revenue  CIOReviewLeveraging Sales Automation to Increase Revenue By CIOReview - FREMONT, CA – The process of sales begins from the generation of leads and ends with ...
Profile Products names Ken Fisher national sales manager for horticulture  Nursery ManagementFisher brings nearly 30 years of experience in the commercial and consumer horticulture industry to the position.
Win Systems reinforces its sales team in Europe with two additional luxury signings  CalvinAyre.comWin Systems has announced the incorporation of Radka Alekova and Nevena Aleksieva to its sales team, confirming the company's great growth expectations.
Purdue seminar develops agricultural sales managers  Purdue News ServiceWEST LAFAYETTE, Ind. – Purdue University's Center for Food and Agricultural Business will offer its Sales Management and Leadership workshop May 29–30 ...
Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling  MarTech SeriesMediafly, a provider of sales enablement technology, *content* management, and advisory services that create interactive, value-based selling experiences, ...
10 questions to consider when choosing a sales training provider  Training JournalLooking for a good sales trainer? These tips from Mike Schultz should help.
How the Social Solutions sales team is helping nonprofits do more good — one sale at a time  Built In AustinNot sure how nonprofits work? Ask a Social Solutions salesperson — they'll be able to tell you everything you'd ever want to know. We caught up with members ...
Lakeshore Beverage - General Sales Manager - BevNET.com Beverage Industry Job Listing  BevNET.comLakeshore Beverage is a Chicagoland beverage distributor that's deeply passionate about beer, cider and wine. Currently, we are seeking a General Sales ...
Shaka Tea - Area Sales Manager (NorCal & SoCal) - BevNET.com Beverage Industry Job Listing  BevNET.comShaka Tea is hiring immediately for TWO dynamite Area Sales Managers - one for NorCal and one for SoCal. Our Area Sales Managers must be high energy, ...
3 Marijuana Stocks Where Investors Have Lost Faith in Management  Motley FoolAlthough it's still very early in the legalization process, marijuana offers the potential of being a once-in-a-lifetime growth opportunity. After racking up only $5.4 ...
New Developments with Operational Updates in Digital Content Management for Sales Market with top leading players: GetAccept, Savo, ClearSlide, Seismic, Showpad, Docurated, Mediafly, Brainshark, DocSend, Highspot, SpringCM, Bigtincan, Octiv, and more..  Market Research Updates“Industry Overview of the Report 2025: The objective of the Digital *Content* Management for Sales Industry report is to define the market size based on regional ...
Target (TGT) Q1 Earnings & Sales Surpass Estimates, Stock Up  Yahoo FinanceShares of Target Corporation TGT are up roughly 7% during the pre-market trading hours following impressive first-quarter fiscal 2019 performance and an ...
ESET Names Bob Bonneau New Country Manager for Canada  WebWireESET, the leading provider of internet security solutions to more than 110 million technology users worldwide, today announced Bob Bonneau as Country ...
New hire for North Sails strengthens senior management team in France  Sail WorldNorth Sails have announced Philippe Touet as the new General Manager of North Sails France. Previously the Commercial Director of Incidence Sails, Touet is ...
Sumitomo (SHI) Demag restructures German sales team  EPPMSumitomo (SHI) Demag Plastics Machinery GmbH has announced a new sales management team in Germany, announcing Armin Distler as Director.
ECA Promotes Sciortino to Northeast Regional Sales Manager  Tunneling Business MagazineEquipment Corporation of America (ECA), a leading distributor of specialty foundation equipment, has promoted Anthony Sciortino to Northeast Regional Sales ...
Changing “Sales Habits”  Business 2 CommunityWe know how difficult it is to change our personal habits. For example, at the start of every new year, we make a resolution to lose weight and get fit. We may go ...
Top 10 Procurement Professionals  Supply Chain Digital - Supply Chain News, Magazine and WebsiteSupply Chain Digital ranks the top 10 procurement professionals in the world, according to the CIPS Procurement Power List 2018.
Regional Sales Manager - Perth Metro  www.miningnews.netMiningNews.net - Latest mining and investment news.
Global Neuropathic Pain Management Market Top Players, Demand, Sales, Consumption and Forecasts 2026  Market Research GazetteNotable strides have been observed in therapies for the management of neuropathic pain. Treatment strategies in the neuropathic pain management market ...
Jet Aviation partners with Collins Aerospace on ADS-B upgrades  FlightglobalJet Aviation has signed an agreement with Collins Aerospace to buy 150 units of the GLU-2100 multi-mode receiver in preparation for performing avionics ...
Amadou Sar Joins Wausau as Vice President of Sales and Marketing  USGlass Metal & GlazingWausau Window and Wall Systems has named Amadou Sar as the new vice president of sales and marketing. As a member of the company's leadership team, ...
Global Sales Pipeline Management Software Market to Witness Stellar Growth Rate in the Next 10 Years  Titan ChronicleThis detailed presentation on 'Pipeline Management Software Market' accumulated by Persistence Market Research features an exhaustive study conveying ...
AlliedFlex Technologies appoints regional sales manager  Packaging WorldAlliedFlex Technologies, Inc. announced that Scott Graves joined its sales team as Western Regional Sales Manager.
Eldon Henry named Latin America Sales Manager for CI & Security Channels at Nortek  SecurityInfoWatchThe newly created position will support distributors throughout Latin America and develop business growth in the region.
Take-Two Interactive Looks Beyond "Red Dead Redemption 2"  Motley FoolHere's how management sees the next fiscal year playing out.
Sexual harassment victory for sales manager 'repeatedly asked to massage boss'  People Management MagazineTribunal points to HR's failure to investigate claims of 'inappropriate' behaviour during trip to trade show. A sales manager has won a claim for sexual ...
Top Digital Banking Technology Veteran Niccolò Garzelli Joins Auriga  BobsguideBari, Italy, 22 April 2019 – Auriga, a leading European supplier of software and technology solutions for the banking industry, today announced Niccolò Garzelli ...
Jet Aviation Touts FBO Network Growth  Aviation International NewsFull-*service* business aviation provider Jet Aviation (Booth A18) is highlighting at EBACE 2019 the expansion and improvement of its global FBO network—now ...
What Makes A Sales Team Work? Teamwork  ForbesHow can your organization use teamwork to help your team achieve more?
Micromanagers in the making? Why salespeople struggle to lead  Forbes IndiaWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift.
Properly Manage Internal Expectations  Business 2 CommunityAlmost every sales organization and every seller operates under some pressure associated with quantifying and then making their sales numbers. The instincts ...
5 appointments in sales, marketing  Hotel ManagementFour hotels, as well as Hard Rock International, have made new sales and marketing appointments.
Kitagawa NorthTech Reorganizes North American Sales Roles  Modern Machine ShopThe reorganization has involved the promotion of Shawn Luschei to vice president of sales and marketing, Dale Anderson to inside sales manager, and ...
Management accounting and sales: partners or foes?  INTHEBLACKExperts say there's more than one way to improve the connection between the accounting and sales teams within an organisation. However it's done, it's vitally ...
Tourism Commission Announces Hiring of Assistant Executive Director  Shore Daily NewsThe Eastern Shore of Virginia Tourism Commission is excited to announce the hiring of Mrs. Christy Haycox Betz as the new Assistant Executive Director of ...
Inside Sales Manager - Championship Management  SportsBusiness DailyWe presently have an opportunity for an Inside Sales Manager within our Championship Management department. This position is responsible for maximizing ...
Farm Management Systems Market Analysis of Sales, Revenue, Share and Growth Rate 2019-2026  AppWebRadarWorldwide Market Reports has announced the addition of the “ Farm Management Systems Market Size, Share, Key Players, Status and Forecast 2026”, The ...
Stereotaxis: Well Positioned To Become "Intuitive Surgical Of Endovascular Surgery" With Genesis Launch & Proprietary Catheter Development  Seeking AlphaUnveiling of Innovation Plan at HRS details path to over $60 million in annual sales, or double current levels, from existing customer base alone. Company's ...
The Catering Institute Partners with Sysco and PepsiCo to Present Catering Sales Management Workshop  Yahoo FinanceThe Catering Institute, a leading educator in takeout, delivery and catering, providing training and certification to restaurant operators and their teams, ...
Why A Marketing Mind Is Better Than A Sales Script?  Business 2 CommunityIn business, in order for me to teach in my blogs, podcasts, masterminds, and all the things I do, I have to continue to learn, which means I have to invest time in ...
8x8 Introduces Service Management for Contact Centers to Help Organizations Provide Best-in-Class Customer Experiences  MarTech SeriesNew *service* launches at ICMI Contact Center Expo 2019. 8×8, Inc., a leading cloud provider of voice, video, chat and contact center solutions for over one ...
Salesforce.org Launches foundationConnect, a Complete CRM and Grants Management Solution for Grantmakers  MarTech SeriesSalesforce.org, the philanthropic arm of Salesforce announced it will offer foundationConnect, a next-generation grants management system that enables ...
Sales Enablement Manager - Personify  Built In AustinPersonify is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Global Integrated Building Management Systems Market Research: Key Companies Profile with Sales, Revenue, Price and Competitive Situation Analysis  Industrial JournalismThis report focuses on the Integrated Building Management Systems in Global market, especially in North America, Europe and Asia-Pacific, South America, ...
PCO Territory Sales Manager - PA/VA  OilVoiceThe Territory Sales Manager will sell, grow and support all Castrol PCO business in assigned geography through our distributor network and direct accounts. ...
Trump Admin Says Resuming Coal Sales On Public Lands Won't Increase Climate Emissions  Colorado Public RadioThe Trump administration's decision to lift a moratorium on coal sales from public lands could hasten the release of more than 5 billion tons of greenhouse gases ...
Agrisel Names Tim Martel Vice President of Sales and Marketing  agprofessional.comPrior to joining Agrisel, Martel served as Regional Sales Manager at Helm Agro for the last seven plus years.
Press Release: Sales management success is not guesswork – results are measurable & manageable says Rob Macpherson  PRWireSuccess in sales doesn't just happen – it occurs as the result of adherence to the sales management process that unfortunately is an underappreciated ...
Tiger Brands reports lower sales in wake of the listeriosis crisis  Business DayTiger Brands, which was named as the culprit in the 2018 listeriosis outbreak, says sales in the six months to end-March edged lower because of a slump in ...
$592.88 Million in Sales Expected for Apollo Global Management LLC (APO) This Quarter  Tech Know BitsAnalysts predict that Apollo Global Management LLC (NYSE:APO) will post $592.88 million in sales for the current quarter, Zacks reports. Two analysts have ...
Manager of Sales Engineering - LogicMonitor  Built In AustinLogicMonitor is hiring for a Manager of Sales Engineering in Austin. Find more details about the job and how to apply at Built In Austin.
PCO Territory Sales Manager - KA-MO  OilVoiceThe Territory Sales Manager will sell, grow and support all Castrol Passenger Car Oil (PCO) business in assigned geography through our distributor network ...
Sales Operations Manager - Datical  Built In AustinDatical is hiring for a Sales Operations Manager in Austin. Find more details about the job and how to apply at Built In Austin.
6 Pipeline Reports That Will Help You Optimize the Sales Funnel  Business 2 CommunityTop salespeople have a reputation for being adrenaline junkies. After all, what is more high stakes than a 10-minute sales call that could land a million dollar, ...
BioWorks names Ted McDonald director of sales  Greenhouse ManagementMcDonald will be responsible for managing the BioWorks Biological Products sales organization and growing the BioWorks family.
Chairman of Cryptofund 3iQ Howard Atkinson Joins KoreConX's Board of Advisors  Crowdfund InsiderKoreConX announced on Wednesday it has appointed Howard Atkinson, the Chairman of the Board of Directors at Canada-based multi-cryptoasset investment.
Bale Breaker Brewing Company - Eastern WA & North ID Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comABOUT BALE BREAKER. Crafting *fresh*-off-the-farm brews from the middle of a hop field, Bale Breaker Brewing Company is a family-owned brewery located in ...
Building Intent Data into Your Sales Enablement Process  Business 2 CommunityThere are plenty of challenges working against your hopes of contributing to the sales pipeline. Companies that are in-market to buy your products aren't ...
Sales Development Representative Manager  hypepotamus.comWebsite flocksafety Flock Safety. Help us eliminate non-violent crime, one community at a time. Are you excited about eliminating non-violent crime and ...
Connected Device Management Platform Market Report 2019 7ᵗʰ edition Top Companies, Sales, Revenue, Forecast and Detailed Analysis  The Market Research NewsConnected Device Management Platform market report is based on present industry situations, market demands, business strategies utilized by prominent ...
Sales Lessons From the 9 Most Successful Shark Tank Deals  Business 2 CommunityShark Tank, a popular American reality television series on ABC, started its 10th season in October 2018. The focus of the program is the initial pitch made by ...
ZINFI Launches Advanced Partner Relationship Management Tools That Can Reduce Configuration and Maintenance Costs by 90%  GlobeNewswireZINFI's Partner Relationship Management Platform Has Expanded Significantly, and Now Includes a Set of Advanced Do-It-Yourself Tools for Portal ...
Katy Furnas joins Emerald Coast Growers sales team  Greenhouse ManagementEmerald Coast Growers has expanded its sales team with the addition of Katy Furnas, an experienced professional with more than a decade in the horticulture ...
5 Critical Sales Questions You’re Not Asking Your Leads (But Should)  Business 2 CommunityA study published in the Harvard Business Review reveals that after interviewing 200 customers, researchers found that “from the customer's point of view, the ...
Why Time Counts in the Sales Process [Research-Backed]  Business 2 CommunityIn fact, wait any longer than 5 minutes and you will see an average decrease of 80% in lead qualification. When it comes to sales, time counts. This is what ...
Great Selling is “Habit Forming!”  Business 2 CommunityI'm sure you've experienced something that gives you a “rush.” It's when, all of a sudden, everything just falls into place, everything is working as it should, ...
Mereté Hotel Management Selects Jacob Youngblood for Regional Director of Sales Position in the Eugene/Springfield Area  Hotel News ResourceMereté Hotel Management has selected Jacob Youngblood for Regional Director of Sales in the Eugene/Springfield Area. Youngblood will oversee the sales ...
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
The Art of Qualified Leads: Years of Training Not Required  Business 2 CommunityIf done correctly, lead qualification is a bit like a well-choreographed dance. It requires two willing partners – sales and marketing – and an interactive plan that ...
3 Outbound Sales Strategies for Better Response Rates  Business 2 CommunityIt is given that getting new leads and growing sales takes time. These are completely understandable, especially for new businesses just starting out. However ...
The Secrets of Great Sales Follow-Through  Business 2 CommunityAs a kid learning to play basketball, my coach never focused on the importance of the approach to the layup but, rather, the follow-through. A great scorer in ...
Manager, Corporate Sales - CrowdStrike  Built In AustinCrowdStrike is hiring for a Manager, Corporate Sales in Austin. Find more details about the job and how to apply at Built In Austin.
B2B Sales Writer - (Remote Friendly) job with Marc Waring Ventures LLC | 396612  mediabistro.comYour Job in a Nutshell: You will be our resident expert in B2B and consultative selling, including topics such as sales tools (like CRMs), sales strategies, sales ...
ValueSelling Associates Selected as a Top 20 Sales Training Company on Selling Power's 2019 List featuring the “Best of the Best”  GlobeNewswireRANCHO SANTA FE, Calif., May 10, 2019 (GLOBE NEWSWIRE) -- Today, ValueSelling Associates, Inc. announced it has been included on Selling Power's ...
“Customer Propensity To Buy”  Business 2 CommunityFor those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It's been around for ...
Rich Zabel Joins Riedel as Vice President of Sales for North America  Broadcasting & CableBURBANK, Calif. — May 10, 2019 — Reflecting Riedel Communications' rapidly growing presence in the U.S. and Canada, the company has appointed ...
ZINFI Partner Portal Helps E-Contact Generate Awareness of Genesys Solutions in Latin America  GlobeNewswireWeb-based portal provides Genesys partners with ready-to-use, co-brandable, customizable campaigns and other marketing assets to automate email blasts ...
People in Business: Timothy P. Garstka named Eastern States Exposition Director of Sales  MassLive.comWest Springfield - Eastern States Exposition announces that Timothy P. Garstka, of East Longmeadow, Mass., has joined ESE and will serve as the ...
5 Tips to Speed up Sales Onboarding without Sacrificing Quality  Business 2 CommunityA pipeline full of high-quality leads is great, but you can't close them without skilled sales reps who know what they're doing. So, when you do find a skilled rep, ...
IAC Supply Solutions Hires New Credit Manager  Industrial DistributionIAC Supply Solutions, Inc., has added Lisa Toepfer as its credit manager. Toepfer will be responsible for developing effective credit solutions and strategies in ...
Accent Launches New Sales Performance Management Platform at SiriusDecisions Summit 2019  PR WebMELBOURNE, FL (PRWEB) May 08, 2019 -- Accent Technologies, a top Sales AI provider, announced the release of its new Sales Performance Management ...
ZINFI Releases New Complimentary Guidebook on Partner Portal Best Practices  GlobeNewswireLatest Guidebook in the ZINFI series focuses on must-have features, strategies for partner portal planning and management, future trends in portal technology, ...
Hiring a Sales Rep: Make the Right Hiring Decision  Business 2 CommunityThe final interview is complete and your candidate shortlist is ready to go. It's now time to choose the person you think is the best fit for your open sales position, ...
Podium Expands Interaction Management Platform with Launch of Teamchat  INSTORE MAG(PRESS RELEASE) LEHI, UT — Podium, the leading interaction management platform for local businesses, announced the addition of Teamchat to its existing ...
Director of Sales - WHBQ  TV News CheckWebsite Cox Media Group / WHBQ. The Director of Sales is responsible for managing the sales strategies of a multiple media portfolio. Leading a team of sales ...
How Do You Overcome Sales Objections To Close More Deals  Business 2 CommunityIn the movie Wall Street, there is a scene where Hal Holbrook's character tells Charlie Sheen's character, “There comes a time in every man's life when a man ...
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
Can Your Sales Funnel Pass These 4 Powerful Questions?  Business 2 CommunityJust buy from me already! Yeah that's how every business owner secretly feels. If only it was that easy and simple… Unfortunately, not everyone is going to buy ...
ChyronHego adds to EMEA sales team  DigitalStudio METo support significant demand in the EMEA market for its graphics solutions, ChyronHego today announced the appointment of Matt Bryan as territory sales ...
Rene Worms Joins Atmos UAV as Head of Global Sales  AmerisurvDelft, the Netherlands—May 8, 2019—Atmos UAV announced that Rene Worms, former Managing Director of Topcon Positioning Europe, will be joining as ...
Nova Scotia ornamental industry cites decreased sales  Greenhouse ManagementGrowers say labor costs and an increase in demand for vegetables are cutting into the ornamental market.
ETS Express Expands Sales Team  Advertising Specialty InstituteTop 40 supplier ETS Express (asi/51197) has announced the growth of its outside sales team, as well as the development of key sales management positions.
NEC Partner Entel Systems, Inc. Automates High-Volume Email Marketing with the Help of the ZINFI Partner Portal  GlobeNewswireReaching a large audience with minimal effort has become a key strategy for Entel Systems as it seeks increased brand awareness and efficient lead generation.

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

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

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

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

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

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

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

What Is A Proposal? And Why Do You Need One?

Do you know anyone who regularly wins bids? Or can... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

Getting Off The Advertising And Sales Rollercoaster

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

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

Effective Sales Territory Management

How you prioritize your sales territory management activities depends upon... Read More

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 1

Business executives and sales managers frequently bemoan "80/20" performance on... Read More

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... Read More