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The performance improvement plan is emotionally tough for everyone involved—the sales manager, the poor performing sales person, even others in the organization. It’s important, however, that everyone enters this with the same goal in mind, the objective of the performance improvement plan is a suc Read More

whenever a visitor hits your site there will always be the hope that they will eventually turn into a customer but in reality this will only happen a tiny percentage of the time - how to decide what stage of the buying cycle your traffic is in Read More

With all the talk about sales process, the question of who needs to have one and who doesn't came up. The answer is that all sales organizations, big - small; solution sellers - transactional sales, all benefit from having a process in place. Read More

Visit enough social networking sites, LinkedIn questions, and sales forums, and you will see questions like this:  What's a killer question to ask a Read More

Partnerships in sales and help add more sales to your organization. Here is how to formulate profitable business relationships. Read More

Combining tasks that have different outcomes destroys your ability tto achieve your goals. Separating the tasks that you routinely combine will improve your results. Read More

How to Become a Rainmaker by Fox is a great book for new and experience sales professionals. Justin reviews the book in post on this week in
Marcana.com. Read More

Hiring well is a critical skill for sales managers. Resumes don’t tell the whole story; you need to spend time with people to really know if they are a good fit. Read More

At times, sales managers have to put under performers on the proverbial “measured mile.” That’s when the sales person has a period of time to meet specific goals, improve performance, or face the potential of losing their job. Read More