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