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Job Journal
July 20, 2008
Katharine Hansen |
Closing the Deal on a Career in Sales If you've got a talent for sales, the hiring door is always open.   |
Entrepreneur
April 2002
Kimberly L. McCall |
Hire and Hire If you plan on making the sales you need to survive the recession, maybe you need more people to do the selling... |
Entrepreneur
November 2004
Kimberly L. McCall |
Share the Wealth If you've got one superstar handling all your top accounts, it's time to redistribute the work and the risk. |
Entrepreneur
March 2002
Kimberly L. McCall |
The Ins and Outs Answering the eternal question: sell on the phone or sell in the field? |
CRM
March 2011
Jim Dickie |
Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time. |
Entrepreneur
January 2003
Kimberly L. McCall |
Training Day Coaching your reps on pushing a new product can help them play the selling game better. |
Entrepreneur
May 2004
Kimberly L. McCall |
Leading the Pack Have you got what it takes to lead your sales team to success? Find out which qualities our entrepreneurs and experts picked as must-haves for sales management. |
Entrepreneur
June 2003
Nichole L. Torres |
With a Little Help From My Friends A strong support system will see you through the start-up phase and beyond. |
Entrepreneur
November 2001
Kimberly L. McCall |
Hey, Good Lookin'! Your sales reps are hired to fly the flag of your brand and champion your business. Their image is your image, and if they blunder, your company suffers. Every customer's crazy 'bout a sharp-dressed salesperson... |
Entrepreneur
November 2003
Kimberly L. McCall |
Passing the Torch You've found the right person to replace you. But could things heat up when you introduce that person to your sales team? |
Entrepreneur
December 2004
Kimberly L. McCall |
Remote Control Allowing sales reps to work off-site definitely has its perks, but before you try it, be sure telecommuting makes sense for your business. |
Entrepreneur
November 2005
Kimberly L. McCall |
Split Decision Is hiring part-time sales reps a good idea? |
Entrepreneur
May 2006
Barry Farber |
Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share. |
Job Journal
February 19, 2006
Rich Heintz |
Sales or Service? A close look reveals the differences between "telemarketers" and "customer service representatives." Here are a few questions you may want to consider while pondering your job choice. |
CFO
February 1, 2009
Scott Leibs |
Scoping Out the Talent It's a buyer's market, but making smart hires remains far from easy. |
Entrepreneur
February 2005
Chris Penttila |
Great Expectations Are your first impressions of new hires forcing them out the door? Then it's time to open your eyes. |
Entrepreneur
August 2004
Kimberly L. McCall |
Learn Your Lines It takes more than practice to sell successfully over the phone. You need a stellar sales pitch to capture customers. These 8 steps will help you create one. |
CRM
December 13, 2013
Rogers & Stein |
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement. |
Financial Advisor
August 2005
David J. Drucker |
An Uncommon Practice Management Guru What's so special about Joni Youngwirth? How about the career history and specialized training that make her the perfect advisor to reps, not to mention the passion she brings to her position, vice president of practice management. |
Entrepreneur
April 2006
Kimberly L. McCall |
Break It Up If a customer calls to grouse about one of your sales reps, what should you do? Here are some ways to finesse this sticky situation. |
Entrepreneur
March 2004
Kimberly L. McCall |
Trump Card Could adopting a straight-commission system be a good bet for your business? |
CRM
November 20, 2006
Dennis Costello |
Leveraging the Employee Life Cycle Retaining good sales reps is a constant challenge for businesses today. Here are four ways to stem sales force turnover. |
CRM
June 2014
Jim Dickie |
A Case for Sales Coaching When time is short, technology may have the solution. |
Entrepreneur
October 2003
Nichole L. Torres |
The Bold and the Profitable Think you've got the guts to strike out and do something completely different? |
Inc.
July 2007
George Zimmer |
Ask George Zimmer What qualities and backgrounds should you look for when hiring retail salespeople? |
Pharmaceutical Executive
November 1, 2005 |
Thought Leader: A Q&A with Steve Rauschkolb With new guidelines pressuring companies to demonstrate superior value, and an environment that will tolerate little else, pharma firms are looking toward innovation and technology to create better training methods. |
Pharmaceutical Executive
May 1, 2005 |
What Does It Take to be a Global Leader in Training An interview with Ed Yavuz, Wyeth's vice president of sales training and management development about the company's learning strategy, core curriculum for both reps and managers, and the relationship between training and retention of key employees. |
CRM
December 2004
Jim Dickie |
Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell. |
Fast Company
November 2000
Seth Godin |
Change Agent Let's assume that you've got your market by the tail and that the orders are going to go either to you or to a competitor -- whoever grows faster. So the question is, Are you built to grow? |
