Category Archives: Sales Management Articles

In a perfect world, appearances don’t have an impact on business, but in the real world, unfortunately, looks seem to matter. Studies have shown that people considered to be attractive earn more money and generate higher sales results. The studies aren’t necessarily conclusive, but I know this from being in sales for many years: buyers

We hear this story a lot. I recently hired a new sales person. During the interview process they seemed like a great hunter. They pursued me during the hiring process and actively closed me during our final interview. Now that the rep is on-board, it seems they won’t pick up the phone to save their

There are countless articles on how to build a high performance sales team (including ours: How To Create A High-Performance Sales Culture), so we decided to take a lighthearted look at how not to build a sales team. Only look for talent when you need to hire – If a hiring manager looks for talent

We are big believers that creating a winning culture is absolutely essential for any type of success from sports to raising children and it is particularly important in terms of driving superior sales results (see our previous posts: Building a Culture of Success in Your Sales Team and Why Culture Matters in Sales Hiring). Sales

A colleague forwarded to me a copy of the the Accenture report Connecting the Dots on Sales Performance. The report, which analyses the 2012 CSO Insights Sales Performance Optimization Study, is a bit outdated, but still contains many useful insights. We have pulled some quotes and added our own commentary. The report suggests that changing customer