By Greta Schulz

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 an organization build a good reputation and consolidate its position in the market. Ethics are learned and can make a big difference in making sales

“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 better, but no one is going to buy right now. Once the economy turns around and people are feeling more confident, then things will start

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 go into battle? You have two challenges when your sales force prepares for battle: Challenge 1: Like any kind of warfare, you have a distinct

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 month’s column will look at the final three steps: pre-qualifying the candidate, assessing the candidate for your organization and in-person interviewing  Pre-qualifying the candidate This