It’s easy to laugh at a cartoon like this one by Artell, but we all have fallen victim to managing like this. The “more, more, more” plan destroys moral more than any increase in sales can justify, so how do you increase sales without the beat down?

For small businesses, the real culprit is time shor...

Managing a sales force under fifteen is a challenging task. It’s challenging because small sales forces have a "diseconomy of scale". Sales management should achieve three primary goals:

• Use superior skills to improve the sales process and maximize team sales
• Fully-utilize a forty-...

There never seems to be the perfect time to hire a salesperson. Either you can’t afford it or you desperately need sales help at any cost. The challenge becomes knowing if you are ready to hire salespersons. Consider your opportunities, your products, and your culture.

The article below is excerpted ...