Low-cost, evidence-based tips for improving new-hire performance and retention.

Many employers stress the importance of networking to their employees. In other words, when salespeople devote time to networking and relationship building, they do so at the expense of...

Are a salespersons relationships and behaviors with customers the most important determinants of successful performance? In the past, salespeople and sales managers have noted (correctly)...

Salespeople, especially those new to a sales career, are constantly asked to cope with performance failure. A prospect that seemed excited the day before doesnt show up for todays meeting.

Nearly everything we know about a sales performance is based on salespeoples behaviors with customers. That said, an unintended side effect of focusing on salespeoples customer-directed...

With the economy showing signs of recovery, many companies are in the market to hire sales people. This struggle to recruit top sales talent has brought about the resurgence of a very old...