Author: Virden Thornton

In a comprehensive article on hiring myths, Ira S. Wolfe, the President of Poised For The Future Company, quotes The U.S. Department of Labor, which recommends a “whole person approach” to screening employment candidates. In his article, Wolfe ask

Author: Virden Thornton

It is impossible to motivate anyone but yourself. All a sales manager can do to motivate those members of the sales team, is to set a climate where staff members motivate themselves. However, some managers sincerely believe that formal goal settin

Author: Dr. Gary S. Goodman

I was discussing the compensation plan of a reasonably new company with its national sales director the other day, and for a very intelligent guy he sure sounded dumb.“We pay 10%” commission,” he asserted, though my math indicated it was 7.

Author: Jeff Hardesty

Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits.

Author: Jeff Hardesty

In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. We first documented the main sales performance issues. There are (4) distinct sales perf

Author: Dr. Gary S. Goodman

Defensiveness can be defined several ways.One that I like is “Reacting to nearly everything that is said or done as if it is a personal attack on you.”So, someone passes you in the hall at work and says: “Hello,” and you think: “I wo