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:
Beethoven in the background
How about a little something extra for your customers?
Tannenbaum Times
Real vs. fake: New Hampshire’s ongoing Christmas Tree debate
The Bottom Line: Microwave Techniques, Needham Bank and Provident Bancorp Merger, Connection
A roundup of news updates from public companies in NH and nationwide
The Pulse: New England economy grew at ‘sluggish pace’
Federal Reserve report shows cautious optimism about the future
Take 5: Consumers, Mobility Report, and Resume.org survey
NH Business Review's biweekly snapshot of business and industry statistics
What the latest data reveals about NH’s shifting economy and demographics
New Hampshire’s story is often told through familiar but false assumptions: retirees driving population change, Massachusetts buyers pushing up home prices, and a uniquely low-tax landscape keeping the state affordable.
NH Business Finance Authority approves world’s first bitcoin-backed municipal bond
The New Hampshire Business Finance Authority (BFA) board of directors has approved a financing structure that will make New Hampshire the first state in the world to issue a municipal bond backed by bitcoin.
NH Business Notebook: Wisdom from wise leaders
Highlights from NH Business Review’s Powered by Women panel
New England Rural Health Association awarded $1.6m HRSA Northern Border RCORP grant
The award totals $1.6 million over four years and will support training, placement and sustainability efforts to strengthen the behavioral health workforce across rural Vermont and New Hampshire
