Find articles from SalesVantage.com writers on business management, leadership,
|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 Three Most Common Mistakes Sales Managers Make|
In most organizations, sales managers are the essential bridge between
|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.
|Nine Reasons Executives Sleep Well|
Companies of "well rested" executives...
|Sales Management Myths: Straight Commission|
It's the unfortunate truth that, except for the five percenters of the
world, straight commission is not the most desirable compensation
|Why Good Salespeople Often Turn into Mediocre Sales Managers|
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|
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
|Leaders Energize and Engage the Workforce|
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|
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.
|Secrets Buried In a Sales Person's Resume|
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|
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|
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|
Phone meetings are a helpful, effective way to connect people and share best practices.
|A Manager's Guide to Employee Termination|
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|
A successful business is built upon phenomenal goods/services,
but it is also engineered by quality employees. How are you attracting
|Why Can't I Hire The Right Sales People?|
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|
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