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Taller Is Better
June 9, 2005
That's just one of the myths that decrease the effectiveness of your sales force. The fact is, top performers are no taller, no thinner, and no more attractive than average reps. And those great salespeople don't necessarily have a better ...
Customer Satisfaction Is the Wrong Measure
April 14, 2005
Most executives believe that high customer satisfaction scores correlate with sustainable growth. Conversely, significant drops in scores should link to declines in growth. But this isn't necessarily so. In fact, executives who are obsessed with ...
Watch Out: The Economy Is Improving
February 10, 2005
Things are starting to look up, and the job market could be getting healthy, too. That means it's time for managers to begin tackling what's sure to be their next challenge: staff turnover. Here are new approaches to an old and familiar problem.
Are You a Winning Coach?
October 14, 2004
Coaching courses are now among the most popular training programs offered to managers. And many organizations are evaluating managers' "coaching skills" during their annual performance reviews. But what does "coaching" actually mean? And what ...
A Knack for Listening
August 12, 2004
Nearly all managers agree that salespeople should be good listeners. But what if they aren’t? Does it really matter?
Sales Managers Make a Difference
April 8, 2004
If you want to improve the quality of your sales organization, start by improving the quality of your front-line managers.
Hiring and Developing Talent: Key Differences
December 11, 2003
In very real ways, talent is key to both hiring and developing employees. But beware: While selection and development processes may be similar, they actually require quite distinct tools.
What’s Your Plan for 2004?
October 9, 2003
Senior executives are busy forecasting sales for next year. They’re examining competitors, market trends, economic projections, consumer confidence reports, and an array of other information. Take note: Good plans don’t come from looking at the ...
Incompetencies
August 14, 2003
The competency model is often used to evaluate employee performance and help management develop people's potential. But when competencies are applied to sales professionals, this approach is more likely to erode performance than improve it.
Be a Buffer
Sales managers are often caught between the company and their salespeople. They might disagree with a corporate strategy or decision -- yet they must publicly support it. Similarly, they must distill the comments they get from the field and ...
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Copyright ©2009 Gallup, Inc. All rights reserved.

Copyright © 2009 Gallup, Inc. All rights reserved.
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