Understanding the Sales Force

Our five-year-old son, a frequent subject in this Blog over the past two years, surprised us again this weekend.  First, he “accidentally” slipped into our pond, as he explained how he got so wet and dirty.  Then he appeared with

Last week I spoke at the Ritz-Carlton in Phoenix and at Barton Creek Country Club in Austin, TX.  I don’t recall whether it was Phoenix or Austin where I was asked this question but the question is a good one

I hear that one a lot.  The assumption here is that you were getting resumes before and you’re not now.  This is almost always a case of not understanding the need to repost your ad each week.

When a candidate

The Institute for the Study of Business Markets (ISBM) at the Smeal College of Business at Penn State University has invited me to conduct my intensive two-day workshop to help you develop a world-class process for hiring top sales talent

Salespeople need to close sales at the first bonafide closing opportunity – the point at which (in the Baseline Selling model) all the bases have been touched. Bob, who I wrote about yesterday, tends to let people put him off

I was reading PCWorld and came across this article by Yardena Arar.  She wrote that “recent developments…suggest that the informed, helpful sales rep may have become an endangered species.”  As an example she sited “Circuit City’s decision to fire 3400

Yesterday I spoke to the Distributors for Billington Wines in Washington DC.  One attendee asked about my comprehensive guidelines for on boarding new salespeople during the first 90 Days.  I believe that most companies set their new salespeople up for