Recruit Your Way to the Top!

by John Boe

Essentially a sales manager's primary responsibility is to recruit, train and motivate a sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging component for success...

Fishing for Whales: Identifying Performers

by Jeremy Miller

Early in my career, I learned that closing a large deal was just as easy as closing a small one. So what makes a sales person a top performer? If it's not training and it's not sales tools, how do you determine the potential of a seemingly high caliber candidate?...

Red Flags of Recruiting

by Thad Greer

Looking back at the interview process, most sales managers will admit they recognized the red flags that ultimately lead to the downfall of a particular candidate after they have already been hired. You can save yourself a lot of frustration by recognizing those subtle indicators of future "termination-worthy" candidates...

Ten Principles of Motivation

by Nido Qubein

In twenty years of helping to solve executive challenges, I have learned a few basic priciples about motivation. You cannot motivate people. They are already motivated. The key is to determine what motivates them and use this knowedge to channel their energies toward company goals...

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