Sales Team Management

Articles on recruiting sales reps, sales training and coaching, sales team leadership, motivation and sales compensation, effective sales management, working with resellers, CRM and SFA for sales managers, and other marketing and management topics. 

• Recruiting sales reps
• Sales training and coaching
• Sales team leadership
• Motivation and sales compensation
• Effective sales management
• Working with resellers
• CRM and SFA for sales managers
• Other marketing and management topics

• Interviewing questions to reveal the best sales reps
• Recruiting salespeople: the death of a sales plan
• Using the internet to screen sales rep applicants

Sales training and coaching

• Deliver valuable sales training for senior reps
• E-mail sales rep coaching: almost like being on the road with your reps
• Using the web to increase the impact of sales training
• Peer exchange: salespeople coaching salespeople
• Using your company's intranet to help reps sell more
• Do you and your sales reps hear the same things?
• Build sustainable quality into your telephone call center

Sales team leadership

• Interactive web sites maximize sales team involvement
• Sales forecasting: how much business will you close in the year ahead?
• Keep morale high at sales meetings

Motivation and sales compensation

• Sales compensation plans: Challenges and opportunities
• Optimizing your sales compensation plan
• Motivating sales rep performance
• Motivating sales performance: win with sales contests

Effective sales management

• Sales manager's roadmap to a successful field visit
• Interactive web sites maximize sales team involvement
• An open letter to my sales manager
• Shave seconds off telephone customer service talk time
• Sales manager's guide to establishing sales quotas
• Increasing the conversion of telephone sales leads
• Setting sales quotas for your sales team
• Close sales now by picking the low-hanging fruit

Working with resellers

• Pulling resellers to your web site

CRM and SFA for sales managers

• Two ways managers can benefit from salesforce automation

Other marketing and management topics

• Hiring an advertising agency for your small business
• Measuring the sources of your sales leads
• When the customer hires a consultant to help with vendor selection
• Customers can't buy if they don't understand your product