Hire The Best, Weed Out The Rest: Recruiting Top Sales Producers

Hiring top sales people is the key to accelerating your company’s sales. Sounds like a no-brainer, right? Yet even if you agree with this, we all know from experience that finding and attracting high performance sales talent is anything but easy. Getting this right is a combination of both art and science, and requires a real commitment to excellence.

Sales Process - What Can You Automate

In the current complex and competitive market, managing the sales process is an important factor for most businesses. By automating a company’s sales process and efforts, one can increase its productivity.

Sales Management - How to Stop Wasting Expensive Technical Resources

How does your company decide how to allocate technical resources to opportunities? What percentage of your company’s technical resource is wasted on opportunities that never close? This article provides a strategy for minimizing this waste.

Five Tips For Hiring The Right Salesperson

Are you ready to make the right hiring choices? If you plan to hire any salespeople, you’ll want to avoid some common hiring mistakes.

What's Your Loyalty Quotient?

If you're the boss, you should be concerned with your Loyalty Quotient (LQ). Your LQ reflects how dedicated your staff is to you.

Sales Success or Failure - Whose Fault Is It?

No matter what the size of your organization, its success is the product of a collective effort. Here are some ideas to help you pinpoint the areas which offer you the greatest opportunities for success.

Sales Management and CRM - Setting up the Central Memory

Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue.

Good Recruiting Practices Essential To Hiring Sales & Marketing Superstars

In order to find really top sales and marketing talent, whether it be VP, director level, marketing manager, sales manager, down to entry level telesales personnel, you're going to have to go into your competition and find those people and extract them and get them to work for your company.

Don't Waffle On Terminating Non-Performing Salespeople

When you can see that a sales person's not performing and that you can see that they're not making steady progress in improving their sales activity and pipeline and actually closing business. The best rule of thumb is to act quickly, to let that kind of person go so that you can make room for replacing them with somebody who can be more productive.

Piloting the Hiring of Top Sales Performers

Without question the most critical skills in sales management are recruiting, selecting and hiring the best sales representatives. Yet why do so many sales managers come up short in these vital skills? If your goal is to land a top sales performer, then you might want to compare how flying a plane is like picking a superb sales person.

Sales Opportunity Management: The Key To A Sales Turnaround

Does your company need a sales turnaround? As we enter the new year, it's a great time for us to take a fresh look at our sales performance in our companies and take action to turn around those aspects that we're not satisfied with or which are lagging behind our expectations. Putting together a sales turnaround plan for your company can be done fairly quickly and fairly easily.

Developing Your Successor-The Mentoring Process

This article is about succession throughout the organization. The future of your company depends on the quality of your management team. You are only as good as the people you surround yourself with.

Romancing The Clone

As everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked turn into career limiting habits.

Can Your Superstar Sales Person Become Your Superstar Sales Manager

Finding the right person to fill the sales management role is a common quandary in wholesale distribution. It can be especially challenging when a decision is based strictly on sales territory performance without regard for the specific skill sets required to lead a sales force-2005 has been a good year in wholesale distribution with some industries recording double digit growth rates. With market cooperation like that, most sales people are smiling as they hit or exceed their quotas. Deciding on the right sales person to promote to sales manager can become a difficult and risky decision.

How to Enhance Customer Retention

It is less expensive to save a customer than to bring in a new customer. Customer Care retains customers. Learn how to deal with an angry or irate customer.