Blog Post
The Sales Management Association has announced several sessions and speakers for the upcoming Sales Force Productivity Conference, hosted by the University of Houston’s Bauer College of Business, June 7-8, 2022. Among the lineup of notable speakers are Bauer academics Michael Ahearne, Johannes Habel, and Michael Webb; Factor 8 founder and...Read more
Would you hire an athletic coach who planned to interact with players only during games? Probably not, since you’d expect an effective coach to guide players in practice, conditioning, strategy, and other activities that prepare athletes to perform at a high level. Yet many sales organizations — whose members also...Read more
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15 April 2022
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Sales Management in a Changing Labor Market: New Rules, New Tools 
12 April 2022
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All of a sudden, it seems, sales leaders face a much different pool of available sales talent than the one they're used to. Salesperson turnover is high, candidates are scarce, recruiting is slow. Multiple factors are contributing to this: the much ballyhooed "Great Resignation," a tightening labor supply, demographic shifts...Read more
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