Articles on Business Management & Sales Management

Find articles from SalesVantage.com writers on business management, leadership,

The Unprecedented Sales Management Challenge for 2009
by Lee Salz, President, Sales Architects
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 Three Most Common Mistakes Sales Managers Make
by Dave Kahle, The Growth Coach®
In most organizations, sales managers are the essential bridge between the company
Sales Manager: Job Title or Specialized Skill
by Lee Salz, President, Sales Architects
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
by Lee Salz, President, Sales Architects
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.
Nine Reasons Executives Sleep Well
by Jonathan Narducci, Narducci Enterprises
Companies of "well rested" executives...
Sales Management Myths: Straight Commission
by Dave Kahle, The Growth Coach®
It's the unfortunate truth that, except for the five percenters of the world, straight commission is not the most desirable compensation strategy.
Why Good Salespeople Often Turn into Mediocre Sales Managers
by Dave Kahle, The Growth Coach®
When they become sales managers, they expect all of their salespeople to be just as hard driving and achievement oriented as they were.
Sales Candidate Attributes: Desired or Required
by Lee Salz, President, Sales Architects
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
by Lee Salz, President, Sales Architects
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them
Leaders Energize and Engage the Workforce
by Gregory P. Smith, President, Chart Your Course International
We can't merely employ someone's hands and tell them to leave their hearts, minds and spirits at home. Today's workers are looking for many things in an employment relationship.
The Sales Person's First Day
by Lee Salz, President, Sales Architects
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
by Lee Salz, President, Sales Architects
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
Secrets Buried In a Sales Person's Resume
by Lee Salz, President, Sales Architects
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
Motivating the Passive Sales Candidate
by Lee Salz, President, Sales Architects
To motivate passive sales people into action, you need the right bait. With research and technique, you can apply the heat that sends these candidates into a frenzy.
Characteristics of Successful Salespeople
by Dave Kahle, The Growth Coach®
Are successful salespeople made or born? It is the eternal question: the sales manager's version of nature versus nurture.
Conference Calls: Building Remote Sales Teams
by Linda Richardson, CEO, Richardson
Phone meetings are a helpful, effective way to connect people and share best practices.
A Manager's Guide to Employee Termination
by Ken Wisnefski, President, VendorSeek.com
It is necessary for employers to follow appropriate procedure when terminating an employee. Some managers make errors during this awkward process.
How to Intrigue Job Candidates
by Ken Wisnefski, President, VendorSeek.com
A successful business is built upon phenomenal goods/services, but it is also engineered by quality employees. How are you attracting premier candidates?
Why Can't I Hire The Right Sales People?
by Lee Salz, President, Sales Architects
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue
Sales Managers: Take Control Of Your Time
by Bill Brooks, CEO, The Brooks Group
The key to not getting caught up in doing a task simply for the sake of doing the task is to start with the end result you desire and work backward.
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