Sales Leaders Articles

  • Sales Books

    8 Books Every Sales Manager Should Read

    April 23, 2018

    Doing things “by the book” isn’t a tenable strategy in today’s business world. Such a rigid mindset is doomed to fail in a fluid, complex, and ever-changing digital marketplace. But that doesn’t mean sales managers should avoid turning to great books for sage wisdom and guidance. Fortifying your expertise through absorption and distilling of information from...

  • Sales Manager Conducting Sales Interview

    This Sales Interview Exercise Will Help You Hire Great B2B Sales Reps

    February 21, 2018

    There is perhaps no greater challenge for sales managers and execs than hiring great sales reps. The stakes are high, because any leader is only as good as his or her team, but the amount of information we’re able to gather during the application and interview process is inherently limited. A strong résumé doesn’t necessarily indicate that a rep will be a strong...

  • Sales Leader Giving Analytical Presentation

    5 Traits That Separate the Best Sales Managers

    February 19, 2018

    As the selling profession continues to evolve, so too must its leaders. It has never been more important for companies to hire the right sales managers, because these are the individuals who will guide your sales strategy and personnel into a future ruled by digital interactions, increased collaboration, and game-changing technology. Most of us are familiar with...

  • Incentives

    Sales Incentives that Motivate Modern Sales Pros

    February 1, 2018

    A recent Harvard Business Review article questions whether the proliferation of digital channels and changes in buying behavior have...

  • Hiring Manager

    How to Hire the Best B2B Sales Reps in 2018

    January 16, 2018

    A sales manager is only as good as his or her team, and the results they produce. Because of this, hiring the most effective reps...

  • Align Stars

    Aligning Stars: What Should Sales Ask of Marketing?

    January 11, 2018

    Sophisticated organizations have long amplified the impact of top performers. And now that the average buyer is 57% through the...