Category Archives: Sales Management Articles

We met with several customers and prospects last week, all of which are mature companies in mature markets.   A common theme we noticed was the desire to change the mindset of their associated sales organization. Changing the sales culture is no easy task and I admire organizations with big ambitions and serious commitment. Sometimes

Our clients rely on us to find all sorts of sales professionals from sales support to reps and managers, to executives and sales VP’s, and a significant portion of the positions we work on are the hard to find top producing and reliable hunters. Reps who are able to develop territories will make or break

This article adapted from the book Sales Recruiting 2.0 – How to Hire Top Performing Sales People, Fast Is there any better icon of a winning culture than the New York Yankees? Each year they field a team expected to win it all and if they don’t get to the World Series, their fans are

Picture the perfect sales manager. Happy customers, happy staff, all the sales reps are at target, zero turnover, all their hiring decisions are great and sales are growing. I know a few sales managers that live in this kind of a picture, but this is the exception rather than the rule in most companies. If

Want to cut the failure rate of your sales reps? Set yourself apart from the average team where 25-50% of reps fail and exit during the first year? Include these steps in your on-boarding process and, assuming you picked right in the first place, almost every rep you ever hire will stay with you to