With the invention of the personal computer and the explosion of the internet, employees are finding more and more ways to telecommute or work from home. Seemingly an easy choice; there are definite advantages and disadvantages to telecommuting. Coming from a person with a home office, I can relate first hand to the many pros […]

Seldom do I read a book that I consider to be dangerous.  Certainly, there are books that once read, you think, “Wow!  I hope a new salesperson doesn’t get hold of this and think this is what sales is all about.”  We’ve all read the books, the ones that advocate heavy doses of manipulation, browbeating […]

Flip through some random job descriptions for frontline sales managers on CareerBuilder or Monster. Take a look at the job descriptions for frontline sales managers from a number of industries. Look closely at the responsibilities and duties the manager is expected to handle. What do you find?

One of the many questions that I frequently hear when working with new clients is in regards to what the rules are for the length of resumes. I especially hear this from new graduates concerned about staying in the one page format. I usually respond with something like, “It really depends, lets take a look […]

For most sales managers, data isn’t a gold mine of opportunity—it’s a quagmire of senseless boredom and useless numbers signifying nothing—with one exception, of course, that bottom-line sales number.
Managers who are not working with sales metrics technology have access to a fair amount of data that can help them manage and coach their sales teams […]