If you’re looking for the ideal or perfect salesperson, look no more. They don’t exist. What’s “perfect” for you and your company depends entirely on what you sell, your selling environment, and the prospects you sell to. Every sales position has a degree of uniqueness about it. Smart companies take the time to define what […]
Brian has over 40 years experience in sales, sales management, sales training, and business consulting. He is the co-founder and past president of SalesForce Training & Consulting Inc, as well as Salesforce Assessments Ltd. Having sold both those companies, Brian's focus is now on sharing his sales and sales management experience with companies and individuals who want help managing their sales. 
Beware of the Sales Gabber
Some salespeople simply don’t know when to shut up! Recently I had set aside an hour to do an interview with a sales candidate. Now ...
Know What You’re Looking For In a Salesperson
If you’re looking for the ideal or perfect salesperson, look no more. They don’t exist. What’s “perfect” for you and your company depends entirely on ...
Don’t Let HR Hire Salespeople
One of the hiring traps many companies fall into is letting HR hire salespeople. I apologize if this blog annoys HR practitioners but the simple ...
