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Invoices, order forms, expense reports, sales reports, appointment logs, credit applications – it doesn’t matter. If it’s a piece of paper work, your salespeople don’t like it and probably whine like hell about it. Paperwork is usually slow to come in and often you, as sales manager, have to request it repeatedly.  The excuses are…

In business, you adapt or you eventually fade away. Part of this, however, is knowing what to do in order to adapt successfully, and this is where a lot of business owners simply come up short. In this post, I will present a few things that businesses are getting involved with as they seek to…

The world has changed. Buyers are researching and forming strong opinions well before they enter the traditional sales funnel, and sellers need to adapt. So do recruiters.  With roughly 30 percent of businesses having vacancies for full-time sales positions in 2014, this is a dynamic market and you cannot afford to sleep if you want…

Heroes are dead. At least in sales they are. If they are not totally dead, they are on their way out, anyway. What am I talking about? I am talking about the lone wolf sales guy who “wings it” on a day to day basis. This type of sales person who occasionally makes a big…