If you have hired strong sales people only to lose them shortly after they started with your company, you likely either selected a person that didn’t belong in your company (an issue with the hiring process) or you have an issue in your sales on-boarding process. Great sales people achieve a strong track record by
Recently I finished reading the best selling book, The Leadership Secrets of Colin Powell, which is a great book on a great leader and statesman who served under Presidents Bush Sr, Clinton and GW Bush. Many of us admire his direct, calm, logical and non nonsense approach to leadership. The Powell Doctrine represents a well
We all want the best talent. But how can we identify the “A” players versus “a player”? The former will make you money, the latter will cost you. As a sales manager you need to determine if the person sitting across from you in an interview will be an “A” player. Will he or she
Many years ago when I was a sales manager for the first time, I led a small team of four reps selling Internet solutions. I can recall one period when two of the reps were not meeting quota. I was very clear about their performance and what needed to happen in order for them to
