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. 
If you’re going to sell anything, you must deal with real prospects. Your challenge as a salesperson is to separate the real prospects from the ...
Commission salespeople are among the highest paid people in North America. It’s a high-stress, high-anxiety position that pays well when the individual performs. Having a ...
As a sales management consultant I’m often asked, “How much should I be paying my salespeople?” That’s a question that I think most sales managers ...
