7 Reasons Sales Managers Fail20161024200425

7 Reasons Sales Managers Fail

The job of a sales manager is one of the toughest occupations in the world. Part strategic and part tactical, they must deliver tangible sales results...
9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople20161011161510

9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople

People call me every day about hiring salespeople. I always respond with, “Describe the sales role please.” Many times they will struggle with definin...
8 Intelligent Questions for Evaluating Your Sales Reps Performance20160831142429

8 Intelligent Questions for Evaluating Your Sales Reps Performance

No experienced football coach would ever consider sending his team onto the field without being right there on the sidelines – observing their every m...
6 Smart Interview Questions to Ask Superstar Sales Candidates20160824070019

6 Smart Interview Questions to Ask Superstar Sales Candidates

In some (rare) cases, you need to roll out the red carpet for a sales candidate. Yes, they are that good. And with the ever decreasing quality of cand...
6 Truths That Separate Superstar Salespeople from the Mediocre Masses20160805203230

6 Truths That Separate Superstar Salespeople from the Mediocre Masses

From my two decades of training and coaching salespeople, here are six fundamental truths about what it takes to become a great salesperson. Many peop...
5 Ways to Rock Role Plays with Your Sales Reps20160726080033

5 Ways to Rock Role Plays with Your Sales Reps

Want to improve your sales reps’ selling skills? Here are five things you can do to role-play effectively and get the results you want. For many sales...
3 Questions to Ask Yourself When Considering a Sales Candidate20160725080014

3 Questions to Ask Yourself When Considering a Sales Candidate

Interviewing a sales candidate can be intriguing. As a Sales Manager, you can’t help but be excited about the prospect of a high volume salesperson in...
7 Questions Smart Sales Managers Ask When Observing Reps In The Field20160723080043

7 Questions Smart Sales Managers Ask When Observing Reps In The Field

Many Sales Managers don’t spend enough time in the field observing sales reps in action. Instead, they expect salespeople to meet sales goals with min...
What Type of Sales Manager Are You? The Selling Sales Manager20160722080038

What Type of Sales Manager Are You? The Selling Sales Manager

The Selling Sales Manager is one who has the dual responsibility of achieving a personal sales quota while managing other salespeople. This differs fr...
What Type of Sales Manager Are You? Pure Growth Sales Manager20160721080050

What Type of Sales Manager Are You? Pure Growth Sales Manager

One of the toughest, yet rewarding jobs a Sales Manager can do....