March 2010

Now that we have completed the discussion of management of sales people, I’m sure many of you are anxious to move onto a much more pleasant topic.
This gives me the opportunity to talk about one of my favorite money-making subjects which might be called, “How To Be Your Own Consultant.”
Many times when I [...]

In my last post, I covered the topic of the job of the small business owner to manage his sales force. I introduced the notion that management’s toughest and most important job is the collection of accurate information about what’s actually going on out there on the sales battlefield.
Now I want to talk about what [...]

In your my last post we began our discussion on sales and the management of sales people. I pointed out that in managing sales people you’ll actually be dealing with three distinctly different situations.
The first was the poor performers and all the problems that they bring to an organization. But now I would like [...]