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Articles by Janet Spirer, Co-Founder and Principal, Sales Horizons
New sales managers avoid early missteps to success!

Being a sales manager is a challenging job and high expectations come quickly.  So invest the time to get the right start.There are mistakes that too many new sales reps make from the outset. Here are 6 best practices for avoiding those traps.


Lessons from IBM - defining the "new normal" in sales
For survival, tomorrow
Medical Device Team Selling

Team selling is a challenge in every industry. In medical device sales, team selling is critical.


Pre-Call Planning: Don't Forget the Advance
Pre-call planning is critical to sales success. Too often, sales people plan the call objectives and questions - but don't think about the advance
Questioning is Key in Medical Device Sales Momentum

Selling medical devices is increasingly competitive - and all signs point to that trend continuing. So, what needs to be considered in designing a state of the art training program to help medical device sales people become competent using questions in a sales call?Everyone agrees … if you really want to be good at medical device sales, you must have great questioning skills. While the jury is in on the importance of asking questions, how you do it remains elusive.


Ten Laws for Team Selling Success
Selling in sales teams is a challenge facing many sales forces.
On-Boarding Sales People - It's Definitely Changed!
Great new hire sales training can make a difference on some of those bottom-line problems that have been the focus of attention.
Training New Sales Reps
Great new hire sales training can make a difference on some of those bottom-line problems that have been the focus of attention.

For more than 30 years Dr. Janet Spirer has worked with the Fortune 1000 to design and develop sales training programs that make a difference. To learn more about Sales Horizons, visit our web site at www.saleshorizons.com or join the conversation at our blog: salestrainingconnection.com.
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