Sales Leaders Articles

  • 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 possible is a vital part of the job. But with the very nature of the profession evolving before our eyes, identifying the right candidates requires a different set of criteria than it did five – or even two – years ago. The core...

  • 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 purchase decision before speaking with a salesperson, companies are finding that facilitating collaboration between top sellers and marketers helps ignite early-funnel engagement that paves the way for better late-funnel interactions....

  • Worthy Goals and Metrics for the Modern Sales Leader

    January 9, 2018

    I once overheard a sales candidate say to a VP of Sales, upon seeing the team rankings on the office door he was about to enter, “You’ve got to love the sales leaderboard. Tells you everything you need to know.” Sure, it’s true that the sales leaderboard remains the most immediately telling report for team and rep performance – you’re bringing in revenue or you...

  • Colleagues Walking

    22 Expert Sales Management Tips for 8 Make-or-Break...

    January 3, 2018

    There is no definitive guide to situational sales management (although there is a sales management success hub). Sure, there are...

  • Stranger Things

    Stranger Things in Sales: Combine Old and New to Break...

    October 31, 2017

    What is it about Stranger Things that makes the Netflix original series such a smash hit with audiences? The Washington Post recently...

  • why-text-on-wood

    Sales Managers: Harness the Power of “Why”

    June 20, 2017

    Have you ever tried to order a teenager to do something you knew the kid didn’t really want to do – say, clean up a messy bedroom? How...