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 Leaders Articles
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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...
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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...
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A recent Harvard Business Review article questions whether the proliferation of digital channels and changes in buying behavior have...
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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...
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Sophisticated organizations have long amplified the impact of top performers. And now that the average buyer is 57% through the...
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