Articles

Every sales manager is searching for revenue from their salesforce, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.

Your needs analysis strategy is your key to successfully recruiting the right sales people.

The sales process you’ve defined to grow your business may be the very thing that is keeping your sales team from succeeding.

Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.

Your Vice President of Sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.

Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.

Sales managers are tasked with the daunting challenge of leading their sales teams during turbulent times.

Everyone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to improve their skills and refine their approach.

Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.

Where a sales person invests their time is directed by the compensation plan put in place. While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.

The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.

One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.v

If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.

Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?

People are often told to “be a leader,” but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.