Interview Fatigue

Road Sign Lost

How many interviews is too many before presenting an offer to a qualified candidate? One recent candidate I spoke with received an offer after 8 interviews; seven one-on-one interviews, an industry exam, construction of a business plan, complete with Powerpoint, and a panel interview thrown in for good measure. And, all of this while she… Read More »

Sales Manager Training – Atlanta, Oct. 27-28!

cracking

Based on the groundbreaking research into how world class organizations measure and manage their sales forces, revealed in the best-selling book Cracking the Sales Management Code. This 2-day workshop reveals the inner workings of sales management. It defines the day-to-day activities of top-performing sales managers and shows you precisely how to control sales performance…. What to… Read More »

Training Sales Managers – The Smart Spend!

Training Dollars

For more than a century, sales training has focused predominantly on improving the skills of frontline sellers. And this makes intuitive sense – if you want to sell more stuff, then train the people who sell it. The logic is practically unassailable.   Assailing that logic is Neil Rackham, a well-regarded thought leader and author of… Read More »

Is Conventional Wisdom About Sales Coaching Wrong?

Conventional Wisdom

If I asked you if you coach your sellers, what would be your response? If you are like most sales managers, you would respond with a resounding, “Yes, of course!” But are you really coaching your sellers? When we ask sales managers to describe the kind of sales coaching they provide, almost every manager’s answer… Read More »

C’mon Man!

cmon-man

Can you believe it’s almost football season? The pre-season is underway and many of us are still staring at high triple digit temps, but I digress! Two of my favorite programs during football season are ESPN’s NFL Sunday Countdown and ESPN’s Primetime. If you’re a football junkie you can get all the analysis and predictions… Read More »

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