Human Resources/Management

By Greta Schulz If there were only one thing I could emphasize to C-level executives, it would be that starting with the right people, the best people, is the key

By Greta Schulz When it comes to selling and using strategies and tactics to get the job done, few people in sales consciously think about the ethics of the way

By Greta Schulz CEOs today are in a quagmire. Because sales continue to be tougher than they used to be, they find themselves running their businesses and making CEO decisions,

By Greta Schulz What value do you bring? When I ask this question to a group of people, I get lots of different answers. Most people will say things such

By Greta Schulz Are salespeople born or are they made? I hear this question a lot. The answer is: They are “made.” There are learned characteristics that help catapult success

Are salespeople born or are they made? I hear this question a lot. The answer is: They are “made.” There are learned characteristics that help catapult success in sales. We

Like everyone else, after watching the initial presidential candidate debates, I had my favorites, my dislikes and other judgments. But I am always surprised at how people make their decisions

“I can’t find any good salespeople out there. I even tried to hire some young college kids and that was a mistake,” says Matt, who is a sales director. “I

Your secret sauce has one massively important ingredient: trust. As Stephen M. R. Covey says: “Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s

Few people cite ethics as a major factor when it comes to selling and employing strategies and tactics to get the job done. However, using ethics in selling can help

“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