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7 Priorities for the New VP Sales (Requires 30 seconds to read)
The Vice President of Sales is the hottest seat in any company, and one that turns over most often. When a company hires a new VP Sales, he or she is more than likely taking over a sales function that...
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Tough Decisions – Rebuilding the Sales Team
This morning I had breakfast with friend and President and CEO of Stratford Managers, Jim Roche. They are a progressive group, helping companies achieve growth and profitability through a mix of...
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The Top 7 Ways to Keep Your Reps Happy (Requires 30 seconds to read)
A while back we wrote the tongue in cheek article entitled “19 Simple Ways to Make Your Best Reps Leave” and now with the battle for sales talent more fierce than ever, we are following up with some...
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The Differences Between Hiring A Sales Manager vs. Sales Producer
The top producer on your team has been pushing for a promotion and you need a new sales manager. If you promote your top person and put a team of five beneath him, will you have five more superstars?...
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Sales Management Trends: An Aging Workforce
According to the 2010 US Census, almost a quarter of the population is aged 45 to 64 years old. The median age in more than seven states is 40 years old. Some consider sales a young person’s sport....
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6 Signs You May Be Ruining a Great Sales Hire
There are many reasons sales people fail. They fail to prospect, they fail to overcome objections, to ask for the order, to create a sales plan, or connect with buyers. The list can go on and on....
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Sales Training vs. Onboarding New Hires
You’ve hired a great new talent and you’re excited for her to hit the road selling. But before she can be productive, she needs to complete her training program. The training was created by the...
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How Long Should a Salesperson Last?
If your rep is hitting quota and is a positive influence, he’s a keeper. The situation becomes dicey when quota is not being made. Many companies hold on to reps for years after they have stopped...
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Why Did My Best Salesperson Quit?
It’s disappointing when a good salesperson quits. It’s a crushing experience when you lose your top producer. After the considerable amount of time, effort and expense you spent to find and develop...
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Book Review: Turbulent Times Leadership for Sales Managers
I receive regular requests from authors to review books and the title of one recently caught my attention. The book’s title, Turbulent Times Leadership for Sales Managers: How the Very Best Boost...
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