Three Key Steps to Hiring Top Performing Salespeople In a discussion with the head of sales of a mid-sized company, he wanted to know why some front-line sales managers are… read more →
In my last post I told you about my lunch with a VP of sales who was frustrated because the members of his sales management team were focused so exclusively… read more →
I recently had lunch with a highly successful VP of Sales. He explained that he was frustrated with the members of his sales management team, who he felt were… read more →
It’s Q1 and your sales are down, what can you do? I faced a similar situation in Q1. As VP of Sales of a Canadian pharmaceutical organization, we faced… read more →
Meet Jane. Jane is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Jane’s in all… read more →
Common sales management challenges. I want to thank those of you who have shared their thoughts on “How to coach the self doubter?” We all know self doubters… read more →
Meet Joe. Jow is a successful district sales manager who could work in any industry and for any company. In fact, there are many Joe’s in all companies. Each… read more →
In a strong economy just showing up to play is enough to achieve your sales objectives. In today’s economic environment sales leaders are facing sales force downsizing and poor sales… read more →
The start of a New Year is a time to reflect and make resolutions for the future. Of course, most “New Year’s” resolutions are forgotten after only a few weeks.… read more →
Something I know for sure… Your sales force is your company’s most expensive promotional resource. Yet too many sales organizations operate well below their potential. If you want to thrive… read more →
