Articles by Lee Salz, President, Sales Architects
LinkedIn Is a Waste Of a Sales Person's Time!
There are many misconceptions about LinkedIn. It's not just for job searches or networking. It is a unique lead generation platform.
Building Your Sales Metric Management System In 4 Easy Steps
Designing your sales metric management system well-positions you to create an effective sales compensation plan.
Robotic Selling
The sales process you are defining to grow your business may be the very thing that is keeping your sales team from selling.
Beware of Hiring Your Competitor's Sales People
Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.
The Epidemic That Is Killing Sales Pipelines
Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.
How to Hire the Right Vice President of Sales
Your Vice President of Sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.
The Unprecedented Sales Management Challenge for 2009
Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.
The Sales Person's One-Word Job Description
Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to improve their skills and refine their approach.
Sales Manager: Job Title or Specialized Skill
Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.
Design An Offer That Commences The Sales Marriage
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.
The Secret Peril That Causes Sales to be Lost
One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.
Conversion! Drive Attendance to Your Seminar
There is a major difference between visibility and conversion. The key to success for any event is the understanding of the factors driving conversion.
Secrets to Getting the Sales Job You Want
If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light
What Is Leadership?
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them?
Compensate to Motivate
Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.
Your Sales Need a Little R & R
Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!
Sales Candidate Attributes: Desired or Required
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
The Second Dimension of Screening Sales Talent
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them
The Sales Person's First Day
Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.
Priming the Sales Applicant Pump
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.

Lee B. Salz is a sales management guru who helps companies hire the right sales people, on-board them, and focus their sales activity using his sales architecture