Hiring the right candidate for a sales position is a challenging task because if you miss the mark you lose time, money, energy and customers. I recognize that it is impossible to completely eliminate “hiring mistakes.” However, it is possible to significantly reduce them as well as minimizing their impact when they are made. Even …
A common problem on coaching calls is the sales manager taking over the sales call or “stepping in”. Sales managers often ask “when is it appropriate to step in?” Some of the most common reasons given for stepping in are: • The salesperson is really in trouble • The salesperson has made a major mistake …
Read moreSales Coaching : When Do You Step In on a Sales Call?
Let’s face it; we’re experiencing an economy that is different than anyone has seen in the past. This means there are new rules of engagement. Being good enough just doesn’t cut it anymore. Companies either lead or get left behind! What most companies have learned is that the new economy is very unforgiving. Every sales …