Need more sales? Hire more salespeople. That’s been the strategy for the past decade in sales organizations large and small. Throw bodies at a number.
As I write this article, Americans are basking in the glow of a spectacular Super Bowl. The glow will be short-lived, however, with the Iowa
One of the most frustrating sales management experiences happens when a rep who’s at the top of her game suddenly nosedives. A high performer who’s
Culture! Culture! Culture! Culture! Everyone you follow these days, from business gurus to corporate executives, talks about the importance of organizational culture. If you’re a
Change, like death and taxes, is one thing you can always count on in life and leadership. Especially today in the dynamic marketplace in which
The most repeated question I’m asked everywhere I travel in my sales consulting practice is this: How do we hire good salespeople? With unemployment at