Sales Management | Recruitment & Selection | Managing Performance

What is the most expensive decision you can make as a frontline sales manager? Hands down, it's deciding who you'll bring onto your team as your next sales hire. Let's take the time to figure out what the cost per hire could look like.

Sales Management | Sales Training

Do you wonder why the most successful sales leaders in your organization reach their goals every quarter? They focus on ROI when engaging with customers and prospects.

Sales Management | Sales Training

Achieving sales goals is an essential part of sales management. While an annual sales goal may be “imposed” on a sales manager based on a company’s overall budget, this should be viewed as a starting point for planning purposes.

Sales Management | Remote Selling

It may seem like a lifetime ago, but early in the pandemic people thought “Work from Home” was just a temporary disruption. CEOs of large corporations publicly stated that as soon as the vaccine was available, all employees would have to come back to the office.

Sales Management | Sales Coaching | Sales Leadership

In the sports world, coaches and managers are evaluated on one metric: winning.            In the corporate world, victories are just as important. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization.

Sales Management | Sales Coaching | Sales Leadership

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight of the importance of focusing on customers’ needs and priorities. While there are numerous distractions (personal and professional), organizations that are customer-driven have emerged stronger than ever.