Category Archives: Sales Management Articles

“Good luck!” Who doesn’t love to hear those words? Typically, they are words of encouragement. Joyful, even enthusiastic. Designed to leave someone with pleasant feelings about the future. They are NOT, however, designed to be the two words that describe the sum total of a company’s training program. Really. Back when I started as a

We are approached by many companies seeking to hire their first sales person. This is an exciting time for young companies and often it is excess demand that seemingly requires the addition of a new sales person. In some cases, the founders are unable to effectively sell themselves and hope that hiring a new sales person

After a few years of managing high achieving salespeople, I noticed that there are key differences between the best sales reps and the rest in how they conduct themselves. One of the most noticeable differences is what they did outside of the office. Simply put, the top performing reps kept working while the majority of

A recent Gallup poll found that 82 percent of the time, companies fail to choose the candidate with the right talent for a management position. The research looked at managers for a wide range of industries, and in a wide range of roles and found the data was fairly even across the sample. “If great

When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instead, I was a company founder who filled a need that we had at the time