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 [...]
Goals are set to encourage you to stretch beyond what is within your easy reach. One large caution for Sales Managers this year: do not allow your team to use 2009 as a benchmark for 2010's achievement. As a Sales Manager, now is the time to recreate the vision. [...]
We typically like to educate ourselves not only by our experiences on the job, but also with a great reading that we like to share amongst each other during our month end meetings. We have mainly focused on books that pertain to our business which is sales, but in [...]
As 2009 draws to a close, many of us are keeping our eyes on the road and hoping to find a stronger and more productive 2010, yet we can't seem to help looking in the rear view mirror. As sales professionals, we want to be able to fully understand [...]
2009 proved to be quite a challenging year for every industry across the United States. We as a nation have endured a significant amount of change and we as sales professionals are the most equipped to deal with it. Regardless of the harsh realities of 2009, we see some [...]
In response to the blog we posted yesterday, a reader asked what the legal boundaries are regarding what a company is allowed to share via professional references. We asked Attorney Kenneth J. Rossetti, of Barton & Rossetti, P.C., a contributor to our blog, to respond to that question. Here [...]
Has there been a Death of the Sales Professional as we had known it? Forty years ago, my grandfather worked for Abbott Laboratories as one of New England's Top Pharmaceutical Sales Professionals. Although I never personally knew my grandfather (he died when I was just a baby) his memory [...]
Treeline, being a sales recruiting firm known for building best in class sales organizations, is a leading indicator in today's market and is quickly becoming a benchmark on the market. Therefore, we have a window to the new world and over the past 12 months we have indicated that [...]
I was recently invited to attend the annual President's Forum by The Entrepreneurship Institute in Boston. Although originally skeptical, I found the one day event to be extremely informative and enjoyable. Attending the event were roughly 100 CEO's from many successful organizations throughout New England and three guest lecturers [...]
One of the challenges for any sales manager, especially a fairly new manager, is conducting an effective sales meeting while consistently engaging your team. It can be extremely difficult to supply your team with valuable information without erring on the side of boring lectures and mundane sales tips. The [...]