Recruiting and Retention of Salespeople

Recruiting, Screening, Selecting and Retaining Outstanding Salespeople has been identified as the #1 management issue facing companies in 2004. Many hiring managers desperate to fill a vacancy, allow themselves to be “sold” by the interviewee. They hire them because they “like” him or her rather than objectively screen and interview…

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Time & Territory Management

Time Management is an oxymoron, you can’t manage time, you can only manage what you spend your time on. Many salespeople spend too much time on poorly qualified prospects and low priorities. This also manifests itself in their territory call plan where they call on accounts that know them and…

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