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:

Sales Lead Management: Are You a Victim of Failure to Follow-Up?  Customer ThinkI talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage is when sales or marketing reps fail to follow-up ...
The Lowest Form of Sales Management  Business 2 CommunitySadly, too many managers seem to mindlessly echo the same meaningless mantra from some hopelessly outdated sales manager playbook. The answer to ...
Improving Sales Performance Without Changing “How You Sell”  Customer ThinkToo often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new ...
Isuzu Power Solutions taps Lawson for sales management role  Australasian Transport NewsIsuzu Power Solutions (IPS) has appointed Troy Lawson as its sales manager for South Australia and New South Wales.
Tech company Pipedrive opens second U.S. office in St. Petersburg  Tampa Bay TimesPipedrive offers sales management tools for small sales teams that need to manage lengthy or complex sales processes.
Group Sales Manager - Agency  Radio Today (Aust & NZ)Southern Cross Austereo is all about delivering the best entertainment solutions across an unrivalled portfolio of multimedia brands with the biggest shows, the ...
Bonneville/Seattle Shuffles Programming, Sales Management Duties  All Access Music GroupIn the wake of RYAN MAGUIRE's exit as Dir./News and Programming at BONNEVILLE News-Talk KIRO-F/SEATTLE, as first reported by ALL ACCESS last week ...
How Influential Are You as a Sales Manager?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Sales Manager  The LincolniteThink2Speak is keen to recruit a commercially aware individual with experience of developing and maintaining relationships with schools, external partners.
Focus on sales managers first | 2019-08-09 | Grand Rapids Business Journal  grbj.comWhen budgets are limited, the single most effective use of training money is not on the salespeople but rather the sales managers. Every sales organization ...
Mestek DPG Announces Changes to Marketing Services Group  Contracting BusinessPersonnel changes position the team to better meet the needs of our company and provide improved customer and product support.
Leading Retail Brands are Leveraging Inventory Management Solutions to Boost Sales | Infiniti's Latest Success Story Reveals Why Inventory Management Really Matters for Retailers  Business WireInfiniti Research has announced the completion of their latest inventory management solution for a retail company.
With RSN Arrivals, Sinclair Secures Jamison For Sales Role  Radio & Television Business ReportA woman who began her career in 1993 as an Affiliate Marketing Manager for Fox Sports Florida and since 2007 has been an executive board member of ...
Hotels make 5 appointments in sales, marketing  Hotel ManagementThe appointments, in California, Colorado, Illinois and Florida, comprise one promotion and four new hires.
Aesthetic Management Partners Appoints Mr. Steve Catone as Vice President of Sales  Business WireAesthetic Management Partners, a business propeller that delivers growth and innovation strategies in the aesthetic industry, announced today that the.
Bowery Adds Associates to Marketing and Sales Operations  PerishableNewsBowery, the modern farming company, has made two key executive hires to oversee the company's marketing and sales operations. Katie Seawell (formerly of ...
Global Sales Performance Management (SPM) Market Forecast Report By Top Key Players: SAP, Salesforce.Com, IBM, Oracle, Callidus Software, Microsoft  ScoopJunctionThe recent published research report sheds light on critical aspects of the global Sales Performance Management (SPM) market such as vendor landscape, ...
Best CRM software of 2019: Customer relationship management solutions for any business  TechRadarHere's our top CRM systems to improve your customer interactions.
New Jamesway regional sales manager for Southwest Asia  Far Eastern AgriculturePradeep Kolte has been appointed as new regional sales manager at Jamesway for Southwest Asia as of July 2019.
Shimano North America Fishing Appoints Jim Lupinski Senior Sales Manager  SGB MediaShimano North America Fishing Inc., a subsidiary of Shimano Inc., this week announced the appointment of Jim Lupinski as senior sales manager.
Brett Thorstad has been appointed VP Sales Management at Sabre Hospitality Solutions  Hospitality NetSabre has appointed Brett Thorstad as Vice President Sales Management - South East Asia and APAC Joint Ventures. In this role, Brett will oversee sales ...
We Reviewed Sales Interview Questions From 7 B2B Unicorns: Here’s What Sales Managers Should Look (and Listen) For  Business 2 CommunityChoosing the right sales interview questions requires careful thought and preparation. Each question needs to have a clear purpose so (1) you can find out ...
Hibbett Reports Second Quarter Results  Business WireHibbett Sports, Inc. (NASDAQ/GS: HIBB), an athletic-inspired fashion retailer, today provided financial results for its second quarter ended August 3,
Foster Fuels Hosts "Spread the Warmth" Coat Drive  NBC 29 NewsFoster Fuels is hosting a coat drive event called “Spread the Warmth” at the start of the 2019 school year. The local fuel company is encouraging the community ...
Marketing/Sales Manager job, Muizenberg, Capricorn Business Park  Bizcommunity.comOverview Family business requires a top-notch, focused and organised individual to join the team with talent and ambition to grow the business Once in a ...
Game of Phones: 4 B2B Inside Sales Lessons from Westeros  Delaware Business TimesThe Game of Phones is not so different than the Game of Thrones. Here are four B2B sales and sales management lessons we gleaned from HBO's hit series.
6 Keys to Success with Third-Party Sales  Business 2 CommunityManaging third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and ...
Bailey Nurseries promotes Jim Kuon to regional sales manager  Greenhouse ManagementWith nearly 20 years of experience, Jim Kuon will oversee sales representatives who are covering the eastern part of the United States and Canada.
Erie Materials  The Central New York Business JournalErie Materials has made several promotions and new hires. At the Syracuse corporate headquarters, STEVE SYRON has been promoted to senior VP for sales ...
The SWFL 100 seeks outside sales manager  The SWFL 100The SWFL 100 is looking for motivated, outside sales managers to assist clients in developing and implementing *content* marketing programs. We offer a ...
'Waves of fury': the backlash that led advertisers to desert Alan Jones  The GuardianThe king of talkback radio is on shaky ground after his Jacinda Ardern comments, with 2GB warning this is his last chance.
Brett Thorstad named Sabre's VP sales management SE Asia, APAC joint ventures  TTG AsiaSabre Corporation has appointed Brett Thorstad as vice president sales management, South-east Asia and Asia-Pacific joint ventures. In this role, Thorstad will ...
Naperville man elected as 2020 Senior Vice Commander for the American Legion Department of Illinois  Chicago Daily HeraldDuring its recent state convention, Wayne Fischer of Naperville was elected as the 2020 Senior Vice Commander of the Department of Illinois, American Legion.
B2B Marketing: 5 Techniques for Fostering Clients into Public References  Business 2 CommunityA reporter was interested in a story pitch. He interviewed my client and at the end asked for a customer reference. Sure, we said, give us a couple of days.
Inovaxe Names Lisa Owens New National Sales Manager  I-Connect007Inovaxe has hired Lisa Owens as its new national sales manager. Based in the greater Fort Lauderdale, Florida area, she will cover the markets in USA and ...
Mark Bruno, the 'glue' behind InvestmentNews, and sales strategist Julie Parten make it a clean sweep, ending the Crain era with their departures  RIABizNew publisher and CEO Christine Shaw has enlisted Bruno to stay for three months to learn the ropes and rebuild IN's entire sales force.
D-Link restructures sales management team for Switzerland, Austria and Southern Germany  TelecompaperD-Link has appointed Sebastian Boye as Key Account Manager for Business Sales for Switzerland and Baden-Wurttemberg, iTReseller.ch reports.
Here's What Macy's and J.C. Penney Executives Are Saying After Earnings  Motley FoolMacy's and J.C. Penney are struggling right now, but both management teams seem confident that they can turn things around soon.
Undertone Featured on Selling Power's “50 Best Companies to Sell For” List in 2019 for the Seventh Consecutive Year  SYS-CON MediaPerion Network Ltd. (NASDAQ:PERI) announced today that its division Undertone, the creator of cross-platform Synchronized Digital Branding for the world's ...
Sold Out Crowd Gathers in Peoria to Discover Leading Dealership Sales Management Strategies at the 2019 Dealership Minds Summit  Farm Equipment PublicationThe 2019 Dealership Minds Summit, held at the Embassy Suites by Hilton East Peoria Riverfront Hotel & Conference Center in Peoria, Ill., July 30-31, drew a ...
Retailers in the Bargain Bin  Morningstar.comSales were soft in the most recent quarter, but we see brighter days ahead.
GrowTix Platform Adopted for Dragon Con Membership Sales  Exhibitor OnlineThe GrowTix platform has been adopted by Dragon Con, the internationally known pop culture, science fiction, fantasy, and gaming convention, to handle most ...
Do We Need Sales People Any Longer?  Business 2 CommunityRecently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made a provocative suggestion, “Do we need outbound sales any longer?
Rompetrol, a New Fuel Station in Suceava County  Energy Industry ReviewRompetrol Downstream has opened a new station under the Rompetrol Partner franchise in Patrauti commune, Suceava county.
Tag: Treasury Management System (TMS) Sales Market  OnYourDesksTreasury Management System (TMS) Global Treasury Management System (TMS) Market Size, Status and Forecast 2019-2025 · August 23, 2019 August 23, ...
System of Insight Market, 2024 by Component (Solutions and Services), Applications (Customer Analytics, Operations Management, Sales and Marketing Management, Risk and Compliance Management) - ResearchAndMarkets.com  Business WireDUBLIN--(BUSINESS WIRE)--The "System of Insight Market by Component (Solutions and Services), Applications (Customer Analytics, Operations ...
Field Sales Manager / Business Development Manager North / North West CAMS  Bike BizWebsite CAMS (Cycling Accident Management Services). Job Description: CAMS is the UK's premier cycling accident management company. We've helped ...
IndRa revises BHEL outlook to negative  BusinessLineIndia Ratings and Research has revised the outlook on Bharat Heavy Electricals Ltd (BHEL) to negative from stable due to higher than expected decline in its ...
Medical Image Management Market 2019 Share, Scope, Stake, Trends, Industry Size, Sales & Revenue, Growth, Opportunities and Demand with Competitive Landscape and Analysis Research Report  Market Report GazetteMarket Report Gazette provides latest industry trending news, news *service*, IT & Technology news helps businesses connect with their target audiences in ...
The Hunters and Farmers of radio Sales  Asia Radio TodayPeady's Selling Engagement. How You Sell Does Matter! Your selling style, or how you connect with a customer, more than anything else, determines sales ...
James Deane Barrick, 85, of Canton  WWNYWATERTOWN, N.Y. (WWNY) - James Deane Barrick, 85, of Canton died Tuesday afternoon, August 20, 2019 at United Helpers Rehabilitation and Health ...
Naperville resident elected Sr. Vice Commander, American Legion Department of Illinois  Positively NapervilleAbove / Known for his attendance, sometimes as a Kendall Cook, and leadership at American Legion Post 43 monthly socials held at the Judd Kendall VFW, ...
Manager - Sales Enablement - Civitas Learning  Built In AustinCivitas Learning is hiring for a Manager - Sales Enablement in Austin. Find more details about the job and how to apply at Built In Austin.
How to Increase Sales: 5 Data-Driven Principles  Business 2 CommunityWhat if you could increase sales without hiring new reps or spending any more money? More specifically, what if you could boost your revenues by applying a ...
3 Most Important Metrics In Sales  Business 2 CommunityI hesitated writing this, I'm calling out a colleague who I think is providing very well intended, but misleading advice. This individual is genuinely trying to be ...
FrontRoom Furnishings liquidating all but 1 central Ohio store  Furniture TodayCOLUMBUS, Ohio — FrontRoom Furnishings is liquidating four of its five remaining full-*service* living room specialty stores and an outlet location in this hotly ...
VP, Strategic Sales Operations - Sphera  Built In ChicagoSphera is hiring for a VP, Strategic Sales Operations in Chicago. Find more details about the job and how to apply at Built In Chicago.
Jamesway announce new regional sales manager for southwest Asia  www.thepoultrysite.comWith that in mind, we are very excited to announce that Mr Pradeep Kolte has accepted a position with Jamesway and will be our new Regional Sales Manager ...
The Power of a Shared Inbox  G2Learn what a shared inbox is, how it can help your business, and tips for using it that will boost the customer experience.
Two SmithBucklin Client Organization Events Recognized as Fastest-Growing Trade Shows  Exhibitor OnlineSmithBucklin, the association management and services company more organizations turn to than any other, is pleased to announce that two of its client ...
How to Empower Your Sales Team With Thought Leadership  Business 2 Community*Content*, and specifically thought leadership, is now recognised as the perfect means to help drive the business development (BD) process. Sharing *content* with ...
Sales is Simple, Buying Isn’t!  Business 2 CommunityI succumbed to a certain amount of narcissism (as I often do) in my post: Sales Is Simple, Simple Is Not Easy. The problem with my post, as accurate as it may ...
BOMAG Appoints New Director of Dealer Sales  ForConstructionPros.comMatt Nelson is the new director of dealer sales, west region and Canada at BOMAG. In this position, Nelson will be responsible for overall sales leadership, ...
NKK Switches Appoints Abraham Macias As New Western Regional Sales Manager  CloudWedgeIn a bid to increase the rate of sales revenue in the US western region area, NKK recruited the services of Abraham Macias as its sales manager for that region.
Travel News - Sabre appoints Brett Thorstad as Vice President Sales Management, South East Asia and APAC joint ventures  TravelBizMonitorSabre Corporation has appointed Brett Thorstad as Vice President Sales Management, South East Asia and APAC joint ventures. In this role, Thorstad will ...
Inbound Sales 101  Business 2 CommunityWe've all heard the mantra that the internet has changed the way we do business. Whether it's video *content* to bring prospects to your brand, or it's humans ...
Customer Success and Sales: How They Work Together  Business 2 CommunityWhat's better for your business to focus on: customer success or sales? Customer success is the practice of cultivating deep and lasting relationships with your ...
Sales Specialist, Technology Job Opening in Austin, Texas  Publishers WeeklyA new Sales Specialist, Technology job is available in Austin, Texas. Check it out on PW JobZone.
Marketing, sales tighten in LinkedIn Sales Navigator features update  TechTargetLinkedIn has added to Sales Navigator features for lead-listing, as well as integrations with Elevate for *content*-sharing in LinkedIn, Twitter and Facebook.
Time for Elon Musk to step down as Tesla CEO: Top investor  LivemintLondon: A top investor in the electric car maker Tesla has stressed that Elon Musk should step down as CEO as his irresponsible tweets can do the company ...
Director of Sales  NEWS10 ABCThe WTEN (ABC) & WXXA (FOX) Director of Sales oversees all aspects of the Sales Department, including staff management, pricing and advertising inventory ...
Thryv® Featured on Selling Power’s “50 Best Companies to Sell For” List In 2019  Yahoo FinanceDALLAS--(BUSINESS WIRE)--. Thryv, Inc. — the leading small business software provider — is pleased to announce it has ranked on the Selling Power 50 Best ...
Malouf Promotes Eric Holmstead as New National Sales Manager  Furniture World MagazineMalouf announced that it has created a new National Sales Manager position and have promoted Eric Holmstead, former central district manager, to fill this new ...
Why New Sales Managers Need More Training  Harvard Business ReviewMost sales leaders would agree with what one sales vice-president once told us: “If your first-line management is broken, the entire sales force will be ineffective.
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 ...
Gryphon Tea Founder Spills The Tea On How He Built A Global Brand With A S$2.5K Investment  Vulcan PostFounder of the Gryphon Tea Company, a gourmet tea brand in Singapore, Lim Tian Wee, shared with us his experience as an entrepreneur.
5 Things Every SaaS Salesperson Should Know About Marketing  Business 2 Community“Let's get ready to rumble!” Do the famous words of ring announcer Michael Buffer play in your head every time you meet with your marketing team? Trust me ...
NVIP Hires New President and Chief Commercial Officer to Accelerate their Growth in Clean Health and Beauty  PR WebIn the current trend of clean health and beauty, it's hard to ignore the positive impacts the right products can make on our health. With tons of “clean” products on ...
Effective Sales Management Is Emotion Management  Customer ThinkYou've hired a good salesperson but the reality is you've also hired a human being. And even really good human beings bring faults and blind spots that will ...
Procter & Gamble Stock: What's behind Its Solid Return?  Market RealistProcter & Gamble stock benefits from its strong organic sales. On average, the company's organic sales have increased by 5% in the last four quarters.
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 ...
Cresco Labs' Q2 Revenues Might Boost Its Stock Price  Market RealistFor the second quarter, Cresco Labs reported revenues of $29.9 million, which beat analysts' expectation of $27.9 million.
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.
SaaS Customer Relationship Management Market: Challenges Impacting the Market Growth in Software,Application Software,Software & Services sector with CAGR of 15.32% in 2023  News Reel HubLatest SaaS Customer Relationship Management Market report to analyze global SaaS Customer Relationship Management market present status, future ...
Looking for a new job in the agri world?  AgrilandEvery month job opportunities become available in the Irish agri sector, allowing people to pick out the perfect roles for themselves.
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 ...
WTEN/WXXA Names new Vice President and General Manager  NEWS10 ABCALBANY, New York and IRVING, Texas — Nexstar Media Group, Inc. (Nasdaq: NXST) announced today that Jerry Brehm has been named Vice President and ...
Why Coaching Causes Some Sales Managers to Hold On for Dear Life  Customer ThinkOver the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply ...
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 ...
Driving Better Sales Performance Through Sales Management  Customer ThinkEvery survey we see continued declines in sales performance–across all industries and across every dimension. In response to these declines, organizations ...
PICTURED: Tech sales exec, 30, crushed to death by malfunctioning elevator in his NYC apartment  Daily MailSamuel Waisbren was walking out of an elevator at the Manhattan Promenade building on Thursday morning when it suddenly dropped and plunged toward's ...
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training  Harvard Business School Working KnowledgeWhen sales forces are well managed, firms can induce greater performance from them. For this study, the authors collaborated with a major multinational firm to ...
What Key Performance Metrics Should Sales Managers be Held Accountable to?  Customer ThinkI recently attended a sales conference where CEOs, vice presidents of sales and other sales speakers spoke about such great topics as sales enablement, sales ...
5 Ways Fintech is Reshaping the Financial Services Industry  Business 2 CommunityBanking institutions, credit unions and big financial players have been playing catch up with new software developments and advances in technology mostly ...
Notes From Synergy Group's Sales Management Forum  ContractorCHICAGO, IL — The Synergy Solution Group held their annual Sales Management Forum in downtown Chicago at the Thompson Hotel on July 14th-16th.
China Life Insurance Company Limited Announces 2019 Interim Results (H SHARES)  ACROFAN USAHONG KONG, Aug. 22, 2019 /PRNewswire/ -- China Life Insurance Company Limited (SSE: 601628, SEHK: 2628, NYSE: LFC) announces the unaudited ...
Water Treatment Sales Consultant - Baltimore | Careers  MarketScale IndustriesChem-Aqua is the wholly owned water treatment subsidiary of NCH Corporation, a privately owned specialty chemicals, maintenance supplies, and services ...
Global Software-as-a-Service (SaaS) CRM Market 2019-2023 | Increasing Adoption of Cloud-based Offerings is Expected to be a Key Growth Driver | Technavio  StockhouseThe global SaaS customer relationship management (CRM) market size is poised to grow by USD 33.15 billion during 2019-2023, according to a new report by ...
Brokerages Expect Waste Management, Inc. (NYSE:WM) Will Announce Quarterly Sales of $4.00 Billion  Tech Know BitsBrokerages expect Waste Management, Inc. (NYSE:WM) to report $4.00 billion in sales for the current quarter, according to Zacks Investment Research.
The Selling Skill Distributors Should Seek from Their Sales Force  Modern Distribution ManagementHiring top sales talent is no easy task. More than one sales manager has been frustrated when discovering he hired a terrific interviewer — not a terrific ...

Why Performance-Based Recruiting Produces Top Sales Performers

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

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

The Effective Executive

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

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

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

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit... Read More

Management From Within

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

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

In the last issue I shared with you a technique... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

8 Procedures to Take Control of Sales and Marketing

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

Producing Premium Performance

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

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

Raise Concern About Sales Competition, Not About Yourself

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

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Raise Your Fees Overnight!

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

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

The Top 5 Issues Facing VPs of Sales

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

6 Common Mistakes in the Sales Hiring Process

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

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Increase Your Sales - Accept Credit Cards

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