Sales Management and Talent Insights

Even the best sales forces can’t keep every good sales person. Loss of sales people to competitors occurs frequently in high-growth industries in which the demand for experienced sales people…

I first met Eric (not his real name) during new manager training I was facilitating. He had recently become a manager after several successful years as an individual contributor and…

By making the practice harder than a real sales call, sales people are prepared for any conversation. Have reps practice in front of their peers. Don’t help them when they…

Most companies pay sales people a combination of a salary, a commission, and a bonus for hitting a quota, putting a portion of their pay at risk. The belief is…

It’s not easy finding the perfect balance as a manager. You want to be the ‘nice guy’, the great boss that cares about their employees’ happiness, health, work-life balance. But…

Over the last couple of years, many HR professionals have argued that performance appraisals should be abandoned. Their point is they are awkward to give and they are biased. They…

Like every organisation, you know the importance of selecting the best candidates when hiring sales professionals, helping those employees develop into your top performers, and retaining them over time. This…

We recommend all companies profile their entire existing sales teams, leveraging the profiles to learn about their current team’s potential, training needs, and to identify key traits for new hires.…

‘Empowerment’, especially when discussed by HR professionals, is a topic that can get out of hand with respect to just how independently employees can operate while maintaining some semblance of…

Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today’s environment…