I am always curious as to how people have found the jobs they are currently holding. With today’s vast expanse of knowledge and ways of communication available to us, the opportunities seem endless. Almost all of the stories I have heard involve some form of networking. I thought I would share a few stories and […]

Take a look at some of the current literature and training on referrals and you’re bound to walk away confused and frustrated.  One trainer tells you not to ask for referrals because it signals to your client that you’re weak and can’t find business on your own.  Another tells you that referrals are your ‘right’ […]

With the rising price of gas impacting travel, and prices of food, products, and services across the United States, it can also be the reason for the increasing need to have available a great resume. How are gas prices related to the need for a ready resume? Well, actually it is relative in many ways. 
First […]

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 […]