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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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Are Your Salespeople Guilty of This Sales Sin

To quote from the Darby Bible translation of Judges 15:16, “And Sampson said …with the jawbone of an ass have I slain a thousand men.” Sadly, in the over 40 years I’ve been in sales, I’ve seen the same number of sales slain by the exact same weapon. When a Gift Becomes a Sin When […]

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Is It Time to Dump Your Duds?

Are you guilty of hanging on to your poor performers for too long? As sales managers, I think we’re often a bit soft-hearted (although some may say soft-headed) when it comes to a salesperson’s poor performance. Maybe it’s because we’ve been on the front lines ourselves and we know how hard it is that we […]

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