February 2, 2009As a sales leader, I believe this may be one of the single most difficult questions to answer. And getting the answer right for your organization can be crucial because it can dramatically impact many things, including the recruiting and selection process, the amount of time it takes to “on-board” the sales person, and [...]
Posted in Product Knowledge, Selection, Strategy 
3 Comments »
February 2, 2009In Part 1 of this post, we looked at why sales people want product knowledge and the factors that make this such a complex decision. In this post, we will discuss why making a firm decision about this can affect you as a sales leader.
The first place to look is the recruiting and [...]
Posted in Cost of Sales, Selection 1 Comment »
January 15, 2009Put yourself in this scenario: You’ve just been hired as the new sales team leader – vice president of sales with a charge to turn around a stagnant and seemingly unmotivated team smack dab in the middle of the most challenging economic times in the past half century. Yikes!
You’ll need some strategy – and some [...]
Posted in Accountability, Selection, Training Sales Teams, Uncategorized No Comments »
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