Creating an effective sales force is an art unto itself. But few things are as important to driving your business. Even before you find that great sales talent, you need to decide how you want your ...

It's a myth that there is a "universal salesperson." This post describes these four basic types. Which type are you? To see the first type, click the green NEXT arrow at the right. All salespeople ...

Consultants often ask me what is the right percentage of growth and over which timeframe should they achieve this growth. They want to know if their goal should be to double their sales or increase ...

The differences between a market-driven firm and a sales-driven business come down to primary goals and timelines. Each type of company has a way of defining success through business goals, and the ...

In manufacturing, leaders devote a significant amount of time to operational efficiency, focusing on reducing waste, enhancing processes, and maximizing output. However, one critical piece is often ...

Over the past decade, I’ve worked closely with hundreds of vice presidents of sales, and like all of people, each has a unique personality. Some are gregarious. Some are assertive. Some are ...