As a recruiter, the best sales professionals whom I come across are not exclusively members of either a large or small organizations. They come from all corners, all walks of life, all races and backgrounds, all different types of companies. However, the one thing they share is a hunter mentality, passion for their work, intelligence […]

High turnover in the sales department can not only cripple the overall perfomance of a sales department but can cripple the profitability of the company at large. Controlling and reducing employee turnover in the sales department is a challenge that every company faces. In this article, I will discuss several methods to improve your retention rate […]

Sales associations are

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Ten Tips for Successful Negotiating

The ability to negotiate successfully is crucial for survival in today’s changing business world.  Negotiation is fun if you know what you’re doing.  So for all you busy executives, here are Ed Brodow’s Ten Tips for Successful Negotiating:1. Develop “negotiation consciousness.”  Successful negotiators are assertive and challenge everything.  They know that […]

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?

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 […]

I’m looking for a few salespeople, sales managers and corporate executives to interview to be featured on The Management Curve blog.  The Management Curve is a blog dedicated to examining and discussing how the new sales technologies of Client Relationship Management (CRM), Sales Performance Management (SPM), and Sales Force Automation (SFA) is changing and will […]

There is a new debate just beginning to bubble to the surface and it promises to be lively and the views divergent. Forty years ago computer technology sent a man to the moon. Thirty years ago computer technology began taking over the running of autos, trucks, trains and the rest of our transportation system. Twenty […]

Today my friend Lee Salz of Sales Dodo fame launches a new business site designed to help salespeople, managers, business owners, professionals, and other business people increase their efficiency and effectiveness.  Business Expert Webinars offers business only related webinars that cover the spectrum of business topics.
Lee has gathered together an incredible group of over 120 […]

What any individual Sales Leader actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organization of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if […]