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:
Artistic expression at the Currier Museum
Jordana Pomeroy, director and CEO of the Currier Museum of Art in Manchester, talks art, community ties and Granite State creativity with NHBR editors
2025 Leadership Unscripted Panelists
Here are the panelists for the 2025 Leadership Unscripted event.
2024 Leadership Unscripted Panelists
Here are the panelists for the 2024 Leadership Unscripted event.
Casino Salem to close next month for construction
Casino Salem will close its doors in the early hours of March 9, as Churchill Downs Inc. prepares for a major redevelopment to transform the small gaming venue into the much larger Rockingham Grand Casino.
Lebanon’s Route 120 corridor could see mixed-use development
Developers and city officials have long eyed the northern part of Lebanon, along Route 120, as a hot spot for new housing and businesses, and the result has already been evident with large apartment complexes cropping up there in recent years.
Does Portsmouth HDC drive up development cost?
City Councilor Rich Blalock, who served four years as the council’s representative on the HDC, said he was motivated to make the initial motion to address the lack of affordable housing in Portsmouth. He contended the HDC’s often monthslong reviews of new construction projects drives up the cost of development.
Pittsfield residents clash over proposed $2.66M wastewater project
Residents debated a proposed $2.66 million wastewater project during a town deliberative session at Pittsfield MidCadle High School, with discussion focusing on costs, long-term planning and who should pay.
The Latest: Week of February 13, 2026
The Latest is a roundup of the comings and goings of the movers and shakers in NH's business community
NHBR About Town: Week of February 13, 2026
Business and event happenings around the state of NH
