Human Resources/Management

“I feel like nothing is working,” Connie told me, in frustration about her recent sales numbers. “Whatever I do, it doesn’t seem to matter. I thought the economy was getting

Organizations often overlook their greatest potential source of power: the power to increase sales performance by developing their people.  Training is an integral part of sales-force development. But this goes

What if the bottom quarter of your sales staff turned into a team that produces more revenue than the top quarter? What would that do for your company? What would

A new and eager sales consultant recently asked me what he should provide for those he is cold calling when they tell him that they’re busy and to just leave

A week doesn’t pass without someone asking about looking for a new salesperson.Why is everyone having such a problem? Here are some common hiring mistakes:   1. Looking for new employees

How often as a sales director, do you get that dreaded feeling from your reps, as well as yourself, about the weekly sales meeting? Does it last longer than it

Recently I spoke to an organization that spent a huge amount of time, energy and money on social media to create lead generation. My question to them was, “Now what?”

How often can you honestly say that your sales managers apply this rule to their salespeople? What systems do your salespeople have in place to ensure victory, even before they

Logan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the

Last month’s column talked about the first two steps in hiring a sales person: Identifying what an ideal candidate looks like for your organization and searching for the candidate. This

I’m often surprised about how inconsistent businesses are when it comes to hiring sales people. They may not have an organized procedure and many entrepreneurs rely on gut instinct.  In