Author Archive

Two traits that great sales reps share

I was having the same conversation with my managers each month when we got to our talent review meeting. Every month, we stacked ranked the team in three ...

Does cold calling still work?

It was my second day in the office back in 2008. At the time, we were expected to make 50-60 cold calls to PR professionals, and I was having a hard time ...

What makes a good sales compensation plan?

At least twice a week, I get asked about compensation plans: “What do you think of this?” “How can I get my team to buy into this plan?” “Have you ...