Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the telephone, coaching a client's administrative assistant on how to check out an employment candidate's references. After each in-person or telephone conference, I complete a brief written report going over the information discussed. The information that I gave this worker was so vital to the company's overall sales management success that I felt impelled to share the report in my periodic client e-mailings, feeling that it might be of value to others that I serve. The information is so vital to the management process, I decided to reproduce it here as well.

After over 22 years of advising managers, I'm convinced that the hiring process is the primary key to management success. If you hire right, your job of managing staff is made much easier. Here are the suggestions I made along these lines:

Julie:

It was good to talk to you yesterday.

As we discussed, the assignment you've been given by management to call each sales support candidate's references, is vital to the company's future sales success. As I teach in my coaching workshop, if you work hard at the hiring process, it makes managing staff members much easier over the long term.

You were right when you commented that calling references "is not that easy." I agree that there is resistance by many business owners and managers to giving out information in today's litigious business environment. However, the process we discussed can help you overcome this refusal to help you complete this important assignment.

The Steps To Checking References:

1. You need to obtain from three to five business references from each of the candidates approved by management.

2. Call the candidate's references and use the following script in your own words to obtain the information needed to make an informed decision in hiring a given candidate:

"We plan on giving (candidate first name) extensive training to help her (him) to be successful in this new position. Could you please help me with several suggestions on areas we need to train (candidate) so she (he) can make a smooth transition?"

3. Next, ask the reference to give you two or three names of other managers or co-workers who could give you insight into helping the candidate make the transition.

4. Then, call the reference's references and use the same script outlined in step two above to elicit additional information about the candidate.

It's so easy to make a couple of calls and then give up on finding information. You really need to work hard at this process to help management make sound decisions about the top candidates for a given position. This assignment is vital to producing consistent sales success.

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 Publicantions a dividion of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, check the listings on The $elling Edge, Inc. website at: http://www.TheSellingEdge.com/book1.htm.

No te: You can contact Virden at: [email protected]

In The News:

Ghosting, Texting and Conflict Management: The New Sales Management Challenge  Customer ThinkI was catching up with one of my oldest friends and the conversation moved from business to personal. She shared that her husband, a business owner, was ...
Sales and Marketing Management  Business 2 CommunityThe sales and marketing departments within an organization are inextricably linked. While the marketing function within an organization aims to establish the ...
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.
Excced.ai Launches New Platform Leverages AI, Simplifies Sales Management  MarTech AdvisorPlatform can follow up and qualify every sales lead with human-like interaction to increase sales opportunities by 80 percent. Sunnyvale, CA: Exceed.ai, ...
Boosting Sales Management Techniques with an Intelligent CRM  CIOLTechnology has changed sales management techniques dramatically, all processes are now online and intelligent CRM helping to manage customer ...
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
PROS's New AI Powered Sales Management Solution Streamlines Sales  MarTech AdvisorPROS Smart CPQ Adds Support for Sales Agreements to Improve Deal Velocity and Further Enable Omnichannel Commerce; Handles Complex Quotes up to ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.
What makes good sales managers  Business DailySuccessful sales managers will happily make a sale and give it to a team member.
Mackie appoints Global Sales Management as Latin American sales rep  PSNEuropeMackie has appointed Global Sales Management as its sales representative in Latin America, effective June 1, 2019. Founded in 2003, Global Sales ...
University subject profile: business, management and marketing  The GuardianStudy of organisations' finance, accounting, marketing, human resource management and administrative functions.
Farmers Taps Fatobene for Mortgage Sales Management  businessjournaldaily.comFarmers National Bank has added new leadership to its home mortgage lending team with the hiring of Donald Fatobene as mortgage sales manager in the ...
iVvy, the Online Group Bookings and Hotel Sales Management Software Gets Ready to Dazzle at ROC Americas 2019  Hospitality NetiVvy Inc., the leading Venue Management Software company, today announced they will be exhibiting their award-winning technology at the 2019 Revenue ...
Lonsec hires wealth management sales head  ifaResearch house Lonsec has brought on a new head of wealth management sales in response to the rapid expansion of its managed accounts business.
Agency Sales Manager - WP Engine  Built In AustinWP Engine is hiring for a Agency Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Management  Ledger IndependentModern Woodmen, one of the nation's largest fraternal financial services providers, is looking for self-motivated individuals in the Maysville area.
The promotion curse  The EconomistIS YOUR promotion really necessary? Many workers focus their hopes on climbing the hierarchy of their organisations. The prospect of higher pay helps to ...
Premal Desai to be the new chairman of the company’s Executive Board: Thyssenkrupp Steel Europe  Economic TimesElevation of Desai will follow the resignation of Andreas Goss.
Inside Sales Manager - Rewards Network  Built In ChicagoRewards Network is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
How to Value Add with Key Accounts  Asia Radio TodayPeady's Selling Engagement. Have you ever heard, or used, the phrase 'value add'?? In the advertising and media world it's our dirty little secret and it generally ...
VCs bet $12M on Troops, a Slackbot for sales teams  TechCrunchSlack wants to be the new operating system for teams, something it has made clear on more than one occasion, including in its recent S-1 filing. To accomplish ...
Sales Manager - ReviewTrackers  Built In ChicagoReviewTrackers is hiring for a Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Equilibar receives national award; SPX FLOW adds to management team; Motion Industries names senior VP  Water Technology OnlineEquilibar, a manufacturer of specialty fluid control instruments for research and industry, received the 2019 President's “E” Award for Exports during a May 23 ...
Sales Performance Management Market 2019-2024 Leading Countries with Growth Rate, Price, Revenue, Size, Share, Latest Trends, and Forecast  PortNews24The Sales Performance Management Market report presents a comprehensive overview, market shares, and growth opportunities of Sales Performance ...
Four Steps That Set Up Salespeople To Succeed As Managers  ForbesWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
K-12 Current Client Sales Manager, Nonprofit Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a K-12 Current Client Sales Manager, Nonprofit Software Solutions in Austin. Find more details about the job and how to apply at Built In ...
Sales Manager - Financial Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Manager - Financial Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
Alliance Partner Sales Manager - UiPath  Built In AustinUiPath is hiring for a Alliance Partner Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
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.
Tesla Directors Brad Buss and Antonio Gracias Stepped Up Stock Sales  Barron'sTwo Tesla directors, Brad Buss and Antonio J. Gracias, have sold significantly more Tesla stock this year than in 2018, accounting for 73% of the insider selling ...
Feenics adds to its business development and sales executive staff  SecurityInfoWatchCompany adds two key U.S. positions to handle regional uptick and assist with sales and business development of the company's VAR network. Feenics.
This Week’s Wedding Announcements  The New York TimesAll of the weddings right here on one handy page for you.
Robust Sales Growth Makes These 5 Stocks Worth Buying Now  Yahoo FinanceSales growth provides investors an insight into product demand and pricing power.
Are Your Sales People “Organizationally Nimble?”  Business 2 CommunityWhen we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly ...
Stop Striving for Sales Perfection!  Business 2 CommunityGiven the inevitable complications and unique considerations involved in any complex sales environment, it's hard to imagine that we could ever execute a ...
Sales Operations & Analytics Manager - Compeat  Built In AustinCompeat is hiring for a Sales Operations & Analytics Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Gray Announces New Management Roles for Tim Coles and Kathy Silk  GlobeNewswireATLANTA, June 10, 2019 (GLOBE NEWSWIRE) -- Gray Television, Inc. (“Gray”) (NYSE: GTN) announced that it has appointed Tim Coles as the new General ...
Why Emotional Intelligence Training is Vital for Sales  Business 2 CommunityMost of the sales training we see today focus on fast-track training. This sort detail a myriad of processes that today is quite frankly – useless. Think about it ...
Sales Enablement: Your Game Plan to Repeatable High Growth  Business 2 Community“Failing to prepare is preparing to fail.” These sage words from John Robert Wooden, who won 620 games in 27 seasons as the legendary men's head ...
Global Fluid Management Sales Market Report  The Reports GazetteThe global Fluid Management market was valued at million US$ in 2018 and will reach million US$ by the end of 2025, growing at a CAGR of during 2019-2025.
5 Essential Tips for Developing a Sales and Marketing Alignment Plan  Business 2 CommunityIf that sounds like a win to you, let's get down to business on how you can develop a sales and marketing alignment plan in your organization. 1 Ensure you ...
On Sales/Marketing Friction  Business 2 CommunityWe misunderstand the concept of friction in sales and marketing. At least we look at it to narrowly. Too often, we look think of friction in terms of conflict, ...
Zacks.com featured highlights include: Starbucks, T. Rowe Price, Laboratory Corporation, Carlisle and FleetCor  Yahoo FinanceFor Immediate Release. Chicago, IL – June 14, 2019 - Stocks in this week's article are Starbucks SBUX, T. Rowe Price TROW, Laboratory Corporation of ...
Sensemaking: Putting It All Together In Selling To Our Customers  Business 2 CommunityThis post is the eighth post in my series on Sensemaking. I think this is where you will start to see how all the pieces fit together and how you can leverage this ...
What’s the Difference Between Product Managers and Product Owners?  Business 2 CommunityProduct Managers and Product Owners are, in fact, different. But, both are vital to product success. To keep up with the ever-changing SaaS industry, new roles ...
Sales Operations Manager - Upwork  Built In ChicagoUpwork is hiring for a Sales Operations Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Sales Enablement Manager - TrendKite  Built In AustinTrendKite is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Our FOMO Causes Us To……  Business 2 CommunityWe live in a world of constant distraction, driven by our Fear Of Missing Out. We can't bear being separated from our devices, constantly diverting our attention to ...
China’s housing unicorn Danke appoints ex-Baidu exec as new COO  TechCrunchA few months after nabbing a handsome $500 million funding round, China's shared housing startup Danke Apartment got a talent boost. On Monday, Danke ...
Reputations Help Heifer Prices Average $1857 At Palmyra Sale  Drovers MagazineShort supply plus strong demand restored prices for Show-Me-Select Replacement Heifers selling Saturday, June 1. The 87 head of bred heifers averaged ...
Manager, Corporate Sales Engineering - CrowdStrike  Built In AustinCrowdStrike is hiring for a Manager, Corporate Sales Engineering in Austin. Find more details about the job and how to apply at Built In Austin.
From chefs to events assistants - these are the latest jobs up for grabs at Chester Zoo  Chester ChronicleThe zoo are constantly recruiting staff to join their team.
Broadvoice Hires Ex-Vonage Sales Exec as Channel Manager  Channel PartnersTaylor Baranowski will be responsible for meeting partner demand in Texas while raising awareness of Broadvoice offerings through partner training and ...
SubioMed™ Announces Management Team Appointments  GlobeNewswireMINNEAPOLIS, May 20, 2019 (GLOBE NEWSWIRE) -- SubioMed, Inc. (“SubioMed” or the “Company”), a pioneer in the invention and development of ...
$3.94 Billion in Sales Expected for Waste Management, Inc. (NYSE:WM) This Quarter  Rockland RegisterWall Street brokerages predict that Waste Management, Inc. (NYSE:WM) will post $3.94 billion in sales for the current quarter, according to Zacks Investment ...
Sensemaking, Time Changes Everything  Business 2 CommunityThis post is the tenth post in my series on Sensemaking. Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales ...
Target (TGT) Hikes Dividend: Here's What Else You Should Know  Yahoo FinanceTarget (TGT) gives investors a reason to cheer by boosting its dividend payout. However, you ought to know a few things apart from the dividend hike.
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
May retail sales see gains, reports Commerce and NRF  Logistics ManagementCommerce reported that May retail sales, at $519.0 billion, were up 0.5% compared to April and up 3.2% annually. NRF reported that May retail sales were up ...
3 Reasons You Should Outsource Your Digital Marketing  Business 2 CommunityRegardless of the size of your business deciding who will handle your digital marketing needs is a standard question. Digital Marketing encompasses the Social ...
Briefcase: June 15, 2019  Kankakee Daily JournalGordon Electric Supply announces additions. Gordon Electric Supply, 1290 N. Hobbie Ave. in Kankakee, recently announced additions to its electrcial supplies ...
UPM Raflatac names Al Bever as Area Sales Director, Midwest, North America  GlobeNewswire(UPM Raflatac, Mills River, NC, USA, May 29, 2019 at 17:00 EET) - UPM Raflatac is proud to announce that Al Bever has been promoted to the role of Area ...
Sensemaking: Selling to a Hierarchy of Challenges  Business 2 CommunityThis post is the ninth post in my series on Sensemaking. Like the eighth post, this focuses on how you apply the principles of Cynefin in your sales strategies with ...
5 AI Use Cases for Enterprise Resources Planning (ERP)  IoT For AllFrom sales management to customer *service* / experience to inventory & financial management to HR, AI has a lot to offer ERP systems.
Sensemaking, Selling to Customers in the Chaotic Domain  Business 2 CommunityThis post is the seventh in my series on Sensemaking. It's been a long and very technical journey. Thanks for hanging in. We have a few more steps to go.
ZINFI Partner Portal Helps DataNet Internacional Launch Multiple Email Campaigns to Generate Awareness of Genesys Solutions in Costa Rica  GlobeNewswireGenesys Reseller Quickly Incorporates Partner Portal into Its Marketing Workflow. SAN FRANCISCO, June 04, 2019 (GLOBE NEWSWIRE) -- ZINFI Technologies ...
Opioid maker sold safety, dealt death and addiction, Tennessee lawsuit says  Knoxville News SentinelAs Tennessee's opioid-addiction rate skyrocketed, Endo Pharmaceuticals executives cheered their rising sales figures.
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 ...
Mountain Ridge student, advisor honored by Arizona Future Business Leaders of America  Your ValleyMountain Ridge High School junior Neil Walia and teacher Renee Woodruff were both honored by the Arizona Future Business Leaders of America. [Submitted ...
Epicor Releases DocStar ECM Sales Order Automation  Solutions ReviewIndustry-specific enterprise software provider, Epicor Software Corporation, recently announced that DocStar ECM Sales Order Automation is now available.
NIO (NYSE:NIO) Upgraded to “Hold” by Zacks Investment Research  Rockland RegisterZacks Investment Research upgraded shares of NIO (NYSE:NIO) from a sell rating to a hold rating in a report published on Saturday, Zacks.com reports.
The Best Sales Reps Are Not The Best Managers  ForbesPromoting the wrong salesperson into management is costly, and externally hiring the wrong sales manager can cripple your sales team.
NIO Inc. (NIO) and Ferrari NV (NYSE:RACE) Contrasting side by side  The NBO NewsNIO Inc. (NYSE:NIO) and Ferrari N.V. (NYSE:RACE) have been rivals in the Auto Manufacturers - Major for quite some time. Below is a review of each business.
Head to Head Comparison: Greenkraft (OTCMKTS:GKIT) versus NIO (OTCMKTS:NIO)  Rockland RegisterGreenkraft (OTCMKTS:GKIT) and NIO (NYSE:NIO) are both auto/tires/trucks companies, but which is the superior business? We will contrast the two companies ...
CI Capital Partners Teams with Industrial Automation Executive Scott McLendom  Industrial DistributionCI Capital Partners, a New York‐based private equity firm, announces that it has formed a partnership with Scott McLendon, the former CEO of Rexel USA East, ...
Driving Better Sales Performance Through Sales Management  Business 2 CommunityEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
Sales Enablement Doesn’t Have to be Difficult for Financial Services Firms – Here’s Why and How to Implement  Business 2 CommunityAcross the financial services industry, banks and investment managers — and everyone in between — are looking to improve their tech stack as part of their ...
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
NOSH Live Boot Camp: Think Visually; Walk, Don't Run, and Stop to Ask Questions  NOSHEarlier this week NOSH Live Summer 2019 kicked off in New York City with a “boot camp” for food businesses. Attendees absorbed tips and strategies from a ...
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 ...
Target and Its Peers Continue to Boost Sales  Market RealistTarget (TGT) posted better-than-expected sales for the first quarter of fiscal 2019. Improved sales across core merchandise categories and higher comps in both ...
Salesforce buys Tableau to actualize data-driven engagement  Customer ThinkSalesforce announced today its intent to acquire Tableau Software. This move adds a robust data visualization and insights solution to its customer engagement ...
TAPMI plans Marketing & Sales Management course  BusinessLineThe Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in ...
Disrupt Sales Management Through Adaptive Coaching  ATDSales managers who can't find time to work one-on-one with their reps can transform their process with adaptive sales coaching.
Zacks: Brokerages Expect Regional Management Corp (NYSE:RM) Will Post Quarterly Sales of $80.50 Million  Rockland RegisterBrokerages expect Regional Management Corp (NYSE:RM) to report $80.50 million in sales for the current quarter, according to Zacks Investment Research.
Global IT Asset Management (ITAM) Software Market 2019 Industry, Analysis, Research, Share, Growth, Sales, Trends, Supply, Forecast To 2025  Market MirrorGlobal IT Asset Management (ITAM) Software Market 2019 Industry, Analysis, Research, Share, Growth, Sales, Trends, Supply, Forecast To 2025.
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.
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 ...
Why is the Role of Strategic Sales Management so Vital to Businesses?  NEC News & EventsThere are many advantages to earning a business degree with an emphasis on strategic sales management. They include the following.
Are Traditional Sales Managers Even Necessary?  Business 2 CommunitySometimes, I think Tim Ohai and I are brothers from different mothers. So much of what he writes is aligned with what I think. At least we are aligned, hopefully, ...
This School For Wine Adds An Online Wine Sales Management Course  ForbesThe first U.S. school of higher education to offer a wine industry MBA now offfers an online course in wine sales management.
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 ...
Bedding & Mattress Sales: Retail Sales Management  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: Retail Sales Management, Selling is everything in retail. That's why the sales manager's job is so ...
Why Your Best Sales Person May Be Your Worst Sales Manager  Forbes NowI've seen this movie so many times before that I know every scene by heart. The company is badly in need of a vice-president of sales. The CEO takes notice of ...
WESCO and Plug and Play Launch B2B Sales and Distribution Accelerator  Industrial DistributionWESCO International, Inc. announces that WESCO Distribution, Inc. has entered into an alliance with Silicon Valley-based Plug and Play, a global innovation ...
Infiniti Research's State-of-the-Art Marketing Management Strategies Enhanced Market Impact and Sales – Request a Free Proposal Now!  Business WireInfiniti Research has announced the completion of their latest article on the major benefits of a marketing management process.
4 Ways To Develop Your Sales And Marketing Skills  Youth IncorporatedSales management is not about talking all the time, it is about listening, identifying, understanding and ultimately providing a solution.
Micromanagers in the Making? Why Salespeople Struggle to Lead  Harvard Business School Working KnowledgeWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
Sea Delight hires former Bonamar lead as new sales management executive  SeafoodSourceFormer Bonamar Corporation executive Alex Cook has joined Coral Springs, Florida-based seafood supplier Sea Delight Group as its new sales management ...
9 Characteristics of Top-Performing Sales Managers |  RisMedia.comI'm often asked by brokerages to help consult and coach their management teams to improve performance—and predominantly the sales managers'.

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

How Do I Manage Workplace Conflict?

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

How to Organize a Seminar or an Event

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

Snowflakes Improve Holiday Sales

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

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

Is Sales Process & CRM Stopping Sales?

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

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... Read More

6 Common Mistakes in the Sales Hiring Process

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

8 Procedures to Take Control of Sales and Marketing

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

Effective Sales Territory Management

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

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More