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:
NH economist lowers forecast for 2026
A key New Hampshire economist has trimmed down to 2.2% his forecast for the growth in the state's economy this for 2026, citing lackluster consumer confidence and the uncertainty of the U.S. war against Iran.
The Bottom Line: Planet Fitness, Skillsoft and Itaconix
A roundup of news updates from public companies in NH and nationwide
Take 5: Senior housing, entry-level hiring and AI
NH Business Review's biweekly snapshot of business and industry statistics
NHBR About Town: Week of March 13, 2026
Business and event happenings around the state of NH
The Latest: Week of March 13, 2026
The Latest is a roundup of the comings and goings of the movers and shakers in NH's business community
Federal data: Outdoor recreation generates $4.2B for NH economy
The U.S. Department of Commerce’s Bureau of Economic Analysis (BEA) earlier this month released its latest Outdoor Recreation Satellite Account data, reaffirming outdoor recreation as a major driver of New Hampshire’s economy and a significant contributor nationwide.
Executive Council pauses $773M federal rural health spending
The NH Executive Council paused the approval of $773 million in federal spending contracts for the “GO NORTH” rural health program Wednesday, March 4, putting the brakes on a major initiative of Gov. Kelly Ayotte after councilors said the contracts were rushed and needed more scrutiny.
Health issues are starting earlier in the workforce
Employer health benefits costs are rising faster than inflation and wage growth, putting continued pressure on employer-sponsored plans. According to KFF’s 2025 Employer Health Benefits Survey, per-employee benefit costs increased 6% in 2025, with another 6.5% increase projected for 2026.
Ask the Experts: Understanding assisted living
As families navigate life after retirement, a change in scenery or in housing may be in order. Our panelist addresses common myths, warning signs and the emotional decisions surrounding a move. She explains how assisted living can preserve independence, strengthen safety and create opportunities for healthier, more connected living.
