Category Archives: Sales Management Articles

This is the time of year most people think about goals (of course, our readers think about goals year round). Whether you make detailed sales plans or tend towards goals that fit on a napkin, make sure to include the following hot topics in your thinking for 2010 sales goals. Besides the economy, how did

Geoffrey James at the Sales Machine recently interviewed Michael Dell and posted his interview. I have included some of the most interesting comments from Dell. On Competition: “Sometimes it’s a battle, but sometimes we’re clearly working with a number of companies to grow an industry. I think the leading companies tend to be able to

We often hear business leaders say they wish they could hire some “rainmakers” to give sales a boost, but experience shows us that this kind of thinking doesn’t typically pay-off. Here’s why: 1. Rare – The salesperson who generates sales out of thin air is a rare breed. If you have one, you are lucky.

Selling Power Interview with Dave Stein discussing approaches to sales training. His company, ES Research, helps sales management and corporate training organizations evaluate, select and implement sales training and productivity improvement programs. Some interesting notes from the interview: US companies spend $4B per year on sales training only 20% of companies measure the effectiveness of

Tuesday, I presented at Engage Selling’s third annual Powerhouse Sales Event and shared insights into building a winning sales team. Great turnout, sales managers from many sectors and some good questions from the audience. Here is a link to my presentation. –)) Build a Sales Team that Delivers relpost-thumb-wrapper Related posts Focus 360 Builds-First U.S.