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Sales Management

5 Tips to Help Small Business Owners Manage Their Sales Team

5 Tips to Help Small Business Owners Manage Their Sales Team
Adding new sales reps to your small business is a quite an accomplishment. It means you’re at a point where you’re ready to start growing your business and you’ve found and hired talented salespeople to join your team. But your job is far from over.Even though many sales reps like to work on their own, they are still going to need training, coaching, motivation and incentives to maintain a high le...
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5 Questions Great Job Candidates Ask

By Jeff Haden, INC.com Be honest. Raise your hand if you feel the part of the job interview where you ask the candidate, "Do you have any questions for me?" is almost always a waste of time. Thought so. The problem is most candidates don't actually care about your answers; they just hope to make themselves look good by asking "smart" questions. To them, what they ask is more impo...
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7 Things to Look for in a Sales Manager

By Lee Salz Many execs put industry experience at the top of their criteria list for sales-management candidates. “The successful applicant will have 10 years experience in the widget industry.” Hogwash! The end result of this approach is that companies hire the industry retreads. Perhaps, employers think that this person will bring along valuable competitive secrets — maybe even some clients. Wh...
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