Displaying articles, webcast archives, and management tools for the category "Sales Force Roles". Click here to see upcoming events for this category.

research

Research • Sales Force Roles, Leadership Development, First Line Sales Management

Hiring Salespeople

June 17, 2008

Best Practices in Recruiting from High-Performing Sales Organizations

Hiring the right people is one of the most important tasks that managers have.  When it comes to hiring salespeople, the stakes are particularly high.  A great hire can make a critical difference both in terms of revenues and the morale of a sales force.  A hiring mistake is costly

Register to Read More of this article

research

Research • Sales Force Roles

Research Brief: Best Practices in Sales Force Job Description Design

June 25, 2007

Many managers ignore their firm's job descriptions, or discount their value to that of HR-driven contrivances. For sales management, we think this approach is a mistake. Properly utilized, job descriptions provide enormous practical value to sales leadership. The Sales Management Ass

Register to Read More of this article