Hiring superstar sales talent is a lot easier than your managers will tell you. Their problem: they think hiring salespeople is the same as hiring for other positions. Wrong. Sales selection requires a completely different process. Here are the ten most common sales force-hiring mistakes and how to avoid them. Mistake #1: Not making recruiting […]
Continue readingPerhaps you have sat in an audience watching a sales awards ceremony and been spellbound by the acceptance speeches as the winners talked about their success. If you were struggling at the time, their success may have looked like magic. And you wanted to know how they did it. How did they pull all those […]
Continue readingTwice in the last week insurance clients have called to say that they lost their number one account. In one case it cost the agent $80,000 in lost commissions and in the other the loss was over $50,000. In both cases these agents had maintained these accounts for several years. So what happened? We could […]
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