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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

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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

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