Peak Sales Recruiting

Some very good advice from Dave Stein about the importance of a structured approach required to consistently hire sales reps – Three Hiring-Related Truths About Sales Effectiveness. As always he is logical in his observations: 1. If you don’t have the right people in the right jobs, all the training, coaching, tools, technology, and support [...]

Interesting take by our friend Dave Stein (who btw writes Commentary on Sales Leadership, a great blog to read if you have a chance ) in Sales and Marketing Management called Hazardous to Your Wealth. The article discusses the problems caused by inexperienced sales reps relying on sales tips. His first point is that reps [...]

Selling Power Interview with Dave Stein discussing approaches to sales training. His company, ES Research, helps sales management and corporate training organizations evaluate, select and implement sales training and productivity improvement programs. Some interesting notes from the interview: US companies spend $4B per year on sales training only 20% of companies measure the effectiveness of [...]