Part-Time Salespeople... Winners or Losers?
Are part-timer salespeople losers? Not by any means. But, as a general rule, they don't usually work out for some of the reasons I cover in this article.

   Read more...

Where to Find Good Salespeople
One of the most critical functions you perform as a sales manager is putting together the right sales team. The right people, working together, can make business life a pleasure. On the other hand, hire the wrong people and your life can become hell.

   Read more...

When All Else Fails, Dump Your Duds
If a person's performance isn't there and isn't going to be there, it's time to cut bait and minimize your losses. It's time to fire them. Do it properly and do it fairly, but do it. Here's how to do it and why you probably won't!.

   Read more...

Luck is Not a Hiring Tool
I don't know about you but I finally came to the conclusion that my hiring skills sucked and that my chances of picking a winner were about 50/50. Instead of spending all that time interviewing people, I could have just flipped a coin and gotten the same results. Here's how to improve the odds.

   Read more...

Rank and Yank — Fine-Tuning Your Sales Team
Probably the only time to use the rank-and-yank technique is when the sales manager is new to either the job or the company. This a situation where the "new broom sweeps clean" phenomenon can be evoked without critically damaging the morale and spirit of the sales team. It's the other times that can cause havoc.

   Read more...

The New Hire — Doing It Right
In addition to product knowledge training, time should also be spent covering company policies and procedures as well as providing some basic sales training that is specific to your particular marketplace. Exactly what should you be giving them? Find out here.

   Read more...

Don't Try to Teach Pigs to Fly
There are a lot of frustrated sales managers out there who are at their wit's end with some of their people because, despite all the training, coaching, and assistance, they just don't measure up. Could it be that they're trying to teach pigs to fly?

   Read more...

Back to article categories.

© Brian Jeffrey. 2006, All Rights Reserved.
Steve's free web templates