Management Tips

Avoid These 4 Costly Mistakes When Hiring a Sales Team

It’s tough to find a good salesperson — especially if you’re selling commodities. And when you’re hiring sales teams, building an entire group of great salespeople seems impossible. After all, it takes more than good commissions to make a top seller. You can’t just up someone’s pay in hopes they’ll

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How to Build a World-Class Sales Training Program on a Budget

Most sales training is terrible. It doesn’t relate to the salespeople, and it’s outdated… if the company has any training material at all. Back in the day, we used flip charts. Our training (like most US companies) went like this: Introduction: Don’t stray from the script. This sales presentation is

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How to Cut Your Sales Training in Half and Improve Retention

When you hire a salesperson, you look for a few basic qualities: confidence, assertiveness, strong communication skills, and so on. The right strengths always help new salespeople, but there’s another piece to the puzzle of success. If you want new hires to succeed, you can’t just hire the right type

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The #1 Reasons CRMs Fail

You can almost feel the collective shudder when you mention the words “new CRM” to salespeople. The last thing a salesperson needs is another thing to do! And adding a new CRM often feels like just one more responsibility. Most people hate trying new CRMs (for good reason) because it

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5 Must-Read Books for Sales Managers

  Books gravitate to the hands of those experiencing something new: a new city on vacation, a new challenge at work, a new hardship that has you sitting in the hospital. In these transition times, we take ourselves off autopilot. Life becomes less routine and we become more aware. In

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How to Save 10+ Hours a Week on Manual Sales Reporting

Hours a week? Sounds crazy, right? But your sales team spends countless hours each week just reporting what they did. We added up some real-time numbers to see how much time you can realistically save with automated reporting. The Salesperson’s Time On a typical day, a salesperson spends about 20

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