Sales Force Management

7 Expert Steps To Building A Successful Sales Culture

It happened twice that week. I received calls from two very different organizations (one providing surgical devices to hospitals and the other offering IT solutions to SMEs) looking for help building a sales culture. My response was very much the same, “You already have a sales culture.” After a short pause on the telephone, I

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5 Sales Interview Questions to Gauge Sales Competency

When hiring a top-performing salesperson, you want to find someone self-motivated who handles rejection with ease and is persistent. Therefore, when evaluating how much sales training the potential new hire might need, I ask the following five sales interview questions to gauge sales competency – check them out below.  Also read:  How To Hire Sales Professionals 3

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Assessing productivity and profitability

Assessing productivity and profitability of each sales team member. The purpose of measuring performance is to have clarity on the profitability of the sales volume brought in by each sales team member. With that seemingly attainable outcome in mind, why do companies struggle with assessing sales force productivity? They sometimes find measuring sales performance challenging

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