Author Archives: Lisa

How to Retain and Motivate Sales Reps: Money versus Happiness

Posted on Tue, February 5, 2013 by Lisa

All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what they want in exchange … Continue reading →

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Attitude Determines Altitude: Selling Power Says Goodbye to Zig Ziglar

Posted on Sat, December 1, 2012 by Lisa

This week great motivator, author, and sales leader Zig Ziglar passed away at the age of 86. We searched our archives and republished some of our best articles featuring Ziglar’s insight and wisdom. Click the links below to read more … Continue reading →

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Insight for More Excellent Sales Management in 2013

Posted on Sat, November 17, 2012 by Lisa

This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better … Continue reading →

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A Ten-Point Sales Leadership List for 2013

Posted on Fri, November 9, 2012 by Lisa

by Gerhard Gschwandtner As we near the end of 2012, I’m certain about one thing: your success in sales will be dictated by how well you anticipate your buyer’s needs and expectations. Here’s a list of questions that can help … Continue reading →

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Why Love (Not Money) Makes Great Leaders: Insight from Dr. Herb Greenberg

Posted on Fri, October 26, 2012 by Lisa

According to Dr. Herb Greenberg, founder of Caliper Corporation, great leaders are not motivated by money. This is just one of the conclusions Dr. Greenberg drew from his extensive research on the qualities and characteristics that make great leaders, which … Continue reading →

Posted in: leadership, sales, Sales Hiring and Recruiting, sales leader, sales leaders, sales leadership, Success | Tags: , , , , , , , , , , | Comments Off

Stop Hiring the Wrong Sales Reps

Posted on Fri, October 19, 2012 by Lisa

According to Peak Sales Recruiting, the cost of adding the wrong salesperson to your team can total nearly seven times the annual salary for the position. Yikes! How can sales leaders mitigate the danger of making an unwise hiring investment? … Continue reading →

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5 Important Blog Posts for Sales Leaders

Posted on Fri, October 5, 2012 by Lisa

Links to five great blog posts for sales leaders about these topics: sales compensation, Sales 2.0, social enterprise, communicating with prospects, the B2B buyer cycle. Continue reading →

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Become a Better Leader: Tips from a Former Fighter Pilot

Posted on Fri, September 28, 2012 by Lisa

If you want to be a compelling leader, you need to inspire your team, challenge them, and tie their everyday activities to the larger vision for the company. Continue reading →

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Turn Sales Managers into Great Coaches in 5 Steps

Posted on Wed, September 12, 2012 by Lisa

How does a sales manager learn how to successfully manage and coach a sales team? Continue reading →

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5 Misconceptions about Sales Enablement Plans

Posted on Fri, September 7, 2012 by Lisa

Here are the top five misconceptions we hear about sales enablement. Continue reading →

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