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The Boring Part of Onboarding a Salesperson

Every great author has a trilogy and this is mine. Well actually I’m not really a great author, but this is part of a trilogy. This is the third article on the topic of onboarding salespeople. For the uninitiated, "onboarding" is what happens after you successfully complete the arduous process of hiring a new salesperson. […]

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Onboarding Salespeople for Fun & Profit

Getting your new salesperson started off on the right foot is an important part of them having fun and you making even more profit. A while ago I  did another of my gems of wisdom titled The New Hire "“ Doing It Right where I provided an outline of the sales-related items that a new hire […]

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An Effective Format for Developing a Salesperson’s Job Description

If you’ve been in sales management for any length of time, you’ve probably hired a salesperson who didn’t work out as well as you wanted. Sometimes it’s because the wrong person was hired. Sometimes the right salesperson was hired but was given the wrong instructions or, even worse, no instructions or direction at all. Getting […]

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Sales Management Consulting – Coaching – Mentoring

It’s Lonely at the Top It doesn’t matter if you are a sales manager or business owner; it’s lonely at the top. You are often called upon to make decisions in a vacuum without the benefit of being able to bounce your ideas off of someone else. When those decisions impact your sales efforts, they […]

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Recession Sales Management

No, this article isn’t about how to manage a recession. Recessions seem to manage themselves quite well without our involvement. I want to look at what changes we need to make in our approach to sales management during recessionary or otherwise difficult times. Unless you’ve just fallen off the sales management turnip truck, you’ve probably […]

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