Time Invested in Training Tomorrows Sales Leaders, Pays Big Dividends TODAY!

  Business executives can be forgiven for not wanting to think about a key, upper sales management employee leaving the firm. They cannot, however, be forgiven for not planning how to deal with such a possibility. Planning for changes in the sales leadership environment will not only pay off when…...

Hiring Strategies to Build the Best Sales Team

The way you organize your sales team and structure their activities plays an integral role in the type of salesperson who will be successful in your firm. To maximize your chance of hiring a great representative, align your company’s organizational structure with its business model, and then hire candidates with…...

Breaking the Sales Coaching Dilemma: Four keys to jumpstart your coaching efforts and overcome sales leaders’ greatest blindspot – | The

A recent study of more than 800 front line sales reps and sales leaders highlights a disturbing trend in sales management. While organizations are making ever greater investment in technologies and operational processes to improve performance, sales reps are citing Training and Development as being one of their greatest challenges…...

Are First-Line Sales Managers In Danger Of Extinction?

The sales landscape has changed dramatically over the past decade as modern and empowered buyers, new technologies and competitive pressures forge new realities. This confluence of factors has imperiled various sales roles, creating adapt-to-survive imperatives.For example, nearly three years ago, Forrester Research predicted (registration required) the impending death of the B2B salesman…...