09/08/10 - Crucial Step #1: Be very clear about what you want in a sales person. Think carefully about what they must be able to do to hiring a sales person succeed. -Who do t...

09/03/10 - Congratulations! You finally got your budget to hire a new sales person approved and you're ready to start recruiting a sales superstar. With apologies to Guy Kawasaki ...

07/15/10 - You don't believe the title? Listen to this episode of the Sales Management Minute and you may change your mind. http://www.salesarchitects.net/salesdet.php?aid=83

05/13/10 - The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a can...

05/09/10 - I've written a lot about hiring sales people and sales managers on this blog. ESR knows that the epidemic of ineffective hiring is one of the reasons that sales perform...

11/01/09 - So you're faced with hiring a salesperson or maybe even several salespeople. You and your company know that even though we're faci...

07/07/09 - Staff retention a concern? Consider this scenario. Imagine you're a front-line employee working at a mundane job. It's so boring you simply go through the motions. You're...

07/04/09 - In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring t...

07/04/09 - Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy. Life would be grand if we could sprinkl...

06/12/09 - Essentially a sales manager's primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally importan...

01/31/08 - Being a firm believer in the importance of choosing the right words in all situations, I often find myself studying the impact of things I hear. I think about how the wor...

01/29/08 - Standards. We may not think about them much. But we all have them. Individuals. Families. Companies. From time to time, we're forced to measure our conduct against ou...

01/29/08 - Here's a key point. A higher order value always takes precedence over a lower order value. If you place one value higher than another, and you have to choose between doin...

01/27/08 - "I need a sales performer who can lift my sales team to the next level, but I just can't find that individual."
"The last two sales hires we made both did n...

01/27/08 - "If you don't know where you're going, any road will get you there." The Cheshire Cat, Alice in Wonderland

A critical factor in your CRM success is to ...