The 5 Pitfalls to Avoid When Building a Sales Force Companies are aggressively hiring and many are finding pitfalls along the way By Daniel Fantasia, CEO and Founder of Treeline, Inc. The sales job market is picking up aggressively and hiring managers are urgently trying to find the [...]
How to Build a Bulletproof Company Culture Author Pat Lencioni lays out how to build a culture that will endure long after you've left your business. By John Warrillow Nov 2, 2010 Is your company's culture at the core of what makes your business valuable? Pat Lencioni's latest book, [...]
That suggestions box? Ditch it in favor of savvier methods for getting workers to open up. By Tim Donnelly No employee wants to be just a faceless cog. No matter how big or small your organization is, employees who don't feel like they have a voice can drain the [...]
Why Sales People Need to Use Social Media By David Steel - September 21, 2010 Back "in the day" the salesman went door to door selling everything from vacuum cleaners to manufacturing equipment. Catalogs were popular and every visit to the salesman or the catalog took valuable time away [...]
By Chris Isidore, senior writer - September 8, 2010 NEW YORK (CNNMoney.com) -- Does allowing the jobless to get nearly two-years of unemployment checks give them an incentive to not work? When Congress debated whether to extend unemployment to a record 99 weeks, some Republicans said that the unemployed [...]
Written by Ralph Burns, a consistently top-performing sales manager with over 20 years of sales and sales management experience, the goal of the blog is to inform, entertain and interact with sales managers and aspiring sales managers in every industry, experience level and walk of life. The job of [...]
Personality Testing for Sales Recruits He can close, but how's his interpersonal sensitivity? A guide to screening sales candidates. By Susan Greco There may be nothing more important for a business -- or more difficult -- than hiring good salespeople. "There are more mistakes in sales hiring than [...]
Are You Missing the Best? by Dr. John Sullivan The quality of those not hired is the most valuable recruiting metric that you have never heard of! It informs you how often your organizations is failing to hire the highest quality applicants. A few years back I was advising [...]
How many times have you stared into a fridge full of food and you can't find anything to eat? Or, how many times do you find yourself flipping through 500 HD channels to find that there is nothing on television? Today we have access to so many options in [...]
Here is a question near and dear to my heart: "As a sales leader, would you hire from the new-college-graduate ranks for your B2B sales role?" The answer to this question really depends on a variety of factors. But I would argue, never dismiss this potential pool of candidates [...]