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Improve How Your Sales Force Sells by Phone
If your salespeople are unable to interest their prospects there is zero chance of reaching the goal for the call which, depending on the salesperson's role, could be anything from a qualified lead to a scheduled appointment to a transactional sale.
How to Refine Your Sales Selection Criteria and Candidate Pool
Your candidate pool is comprised of the quantity and quality of candidates who respond to your online posting. If you are not happy with either the quality or quantity of your pool, then your ad, title or job site settings are to blame.
Optimize Your Sales Force Without Spending a Dime
Enter to Win a Free Sales Force Makeover! This is a once-in-a-lifetime opportunity for a company that wants to grow more quickly.... If you can state your case effetively than anyone else, your company could win a Sales Force MakeOver worth between $100,000 - $250,000!

Bench Strength - The Key to Replacing Salespeople
When you send your replacements into the field, are your fingers crossed hoping they don't make mental errors that help competitors close business or are you confident because your replacements are better than those you replaced? Those are the two keys right there:

Recruiting Strong Salespeople - The Sales Candidate Pipeline
Recruiting Salespeople - again? Yes. I cannot write enough about this! But, as usual, I'll address recruiting from a slightly different perspective this time - the candidate pipeline. Not to be confused with the candidate pool which is simply a single component of the pipeline. Your sales pipeline should have four stages:

Sales Coaching is Like Baseball - How Do You Rate?
Really? Whiffle Ball in the back yard? Sandlot? Little League? Babe Ruth? High School? American Legion? College? Cape Cod League? Independent League? First Round Draft Pick? Signed by a Major League Team? High Minors? Cup of Coffee in the Bigs? Utility Player on a Major League Team? Every Day Player? All Star? MVP? Hall of Fame? When it comes to coaching, most sales managers have done the baseball equivilent of Sandlot - they messed around at it and had some fun.

Rejection Proof - The Science Behind Success in Sales
The stronger a salesperson is, the less likely rejection is to have a major effect. That said, there are effective salespeople who have a rejection problem but they manage it better than their less effective colleagues. There are also some very ineffective salespeople who don't care about being rejected. In fact, their lack of caring about it may even lead to their ineffectiveness since their strategy rarely includes consideration of how to avoid resistance!
Top 5 Sales Recruiting Observations of 2010
Today, I'll make some observations about the sales recruiting activity taking place this summer that either reinforces some of the things I've said in the past, or modifies my original stance. In no particular order, but of equal importance:

Sales Force Compensation - X Marks the Spot
Compensation is usually simpler than most companies make it. Most companies seem to either over compensate or under compensate on salary. Most companies tend to do the same with commissions.

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