Articles

Taking a Systematic Approach to Sales Manager Training
Take the guesswork out of training your managers by taking the systematic approach. This article focuses on the how-to of understanding the critical success factors and training to those factors to improve overall sales management performance.

Selling Styles Can Make a Difference
Understand the 5 selling styles and which ones are more important to overall success. Take the challenge of improving your skills.

Behavioral Profiling
Selection is much more than just a ‘gut’ feel, checking references and simply liking the personality. Knowing the behaviors of an individual, as they would apply to the job at hand is of tremendous benefit in the selection process.

The Process
Learn about a step-by-step method to isolate the behaviors that lead to performance excellence. Once identified, selection and development become much easier.

Hire Eagles and Duck the Ducks
We all know about the critical nature of hiring the ‘right’ person for the job at hand. But how do you do it? Identifying the qualities of an ’Eagle’ is the key to ensure success. (SalesForceXP)

Grooming for Management
Getting a jump on identifying and grooming high potentials for a management position is the life-blood of any organization. (SellingPower.com)

Audio Essays

Which Salesperson Should You Hire?
The key to building a superior sales force is hiring salespeople with the competencies of your best performers.

Selecting Which Salespeople to Promote to Management Positions
Available July 2005

Making Sales Training Pay Off
Available October 2005