Supporting good employees
Placing individuals in the right positions will set your organization up for success
Author: Kevin Hallenbeck
Successful planning follows organizational vision
A company culture guided by your values will set the foundation for attracting and keeping the right people
Ride-alongs with your reps
Managers should go ‘in the trenches’ on appointments with their salespeople
Coaching sales all-stars
How to help salespeople achieve new levels of success
Taking KARE of account management
It’s a simple strategy model that helps you and your team optimize their time in the field
The 3 elements of sales meetings
Understanding the challenges facing management
The 3 elements of sales meetings
Understanding the challenges facing management
How to set sales goals
Effectively motivating salespeople helps them achieve even more
How to recruit new salespeople
Slowing down the hiring process can be a good thing
10 steps to change management
Solid leadership is required to help your team implement real change
Effective sales supervision
Six steps to improving your team’s performance
5 steps to resolve conflicts
Even the best-managed teams will have internal disputes
Do not hire that salesperson!
Unless he or she can answer these sales competency questions
How to evaluate RFPs
Writing and submitting business proposals is a lot of work without a guaranteed outcome
The right way to review
Sales performance management should be approached as a continuous conversation
Ride along for better support
A sales manager’s guide to accompanying salespeople on calls
Hungry for sales results?
Every salesperson should have their own ‘cookbook’ that provides the ingredients and the right directions to produce satisfying results
Training means commitment
Sustainable change takes hold through repetition of concepts and practice of learned behaviors over time
Mastering communication success
Effectively adjusting communication styles can determine sales and leadership success
Learning to manage better
The right kind of reinforcement can overcome the negative feedback that many people allow deep into their consciousness
NH’s sales hiring challenge
Recruiting salespeople is the number one challenge facing business owners
Sales coaching and management
Sales coaching provides team leadership but it also provides focus on each individual rep
Sales management skill No. 1
Supervision leads the procession of skills needed to direct and manage your team
Accepting accountability
It’s a telling sales characteristic
Should you use a CRM program?
The critical functions it addresses
Technical or selling skills?
Most candidates have one or the other
Metrics of sales performance
The science behind achieving excellence
Do you have a SPiNO on your sales force?
A Sales Person in Name Only sells himself and drains your resources
Up-front contracts: power in mutual respect
Four questions to ask of an up-front contract, which essentially set the ground rules for any new business appointment
More news from NHBR:
The keys to collaboration
How to build a stronger entrepreneurial ecosystem
Understanding the new tax legislation
Achieving financial independence — that is, living comfortably while knowing your money will last — is a goal shared by many.
Real estate tax considerations in New Hampshire
Real estate transactions in New Hampshire invariably carry tax consequences. Whether you are a business owner, investor, or advisor, thoughtful tax planning is critical to preserving value and avoiding costly missteps.
NH needs a workforce farm system
Since 2020, our research team at the University of New Hampshire — the New Hampshire Youth Retention Initiative (YRI) — has been studying how young people view the Granite State as a place to live, learn and work.
Addressing health care affordability in New Hampshire
The people of New Hampshire are facing unprecedented economic challenges — no one has been spared from rising grocery bills, increased rent and utility costs, and even higher car insurance premiums.
Every big company starts small
When I started my first business in 1982, I didn’t know exactly where the journey would lead. What I did know was that I wanted to build something lasting, something rooted in innovation and capable of creating good jobs.
NHBR About Town: Week of December 19, 2025
Business and event happenings around the state of NH
The Latest: Week of December 19, 2025
The Latest is a roundup of the comings and goings of the movers and shakers in NH's business community
(Opinion) PBM reform is the bipartisan solution patients need
Reform bill cosponsored by U.S. Sen. Maggie Hassan would break the link between PBM compensation and drug prices
