5 Keys to Successful Sales Coaching

More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities. Increasingly, company and sales leaders are turning to coaching as a solution.And, why not? Executive and personal-effectiveness coaching have historically yielded great results. According to the International Coach Federation, the average company can expect…...

5 Secrets to Building a Motivating Sales Commission Plan

Common sense tells us that the more lucrative the compensation plan, the stronger the candidates you will be able to attract  for a sales position. But the best plan one company develops may not work for another firm. What one candidate for a sales job considers lucrative may be unacceptable…...

Benefits from Hiring Sales Leaders from Outside the Industry

When faced with the need to hire a new sales manager, it is natural to consider looking within the industry. However, there is compelling data to suggest that bringing in a sales manager from outside the industry can provide additional benefits. The sales and marketing functions are diverse and decentralized. If…...

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…...