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:
Merrimack Anheuser-Busch Property purchased by United Therapeutics Corporation
Biotechnology firm United Therapeutics Corporation has acquired the former Anheuser-Busch brewery site in Merrimack for $47 million, according to sources familiar with the matter. The transaction secures one of Southern New Hampshire’s largest industrial parcels, spanning nearly 300 acres off Daniel Webster Highway
NH’s rankings reflect the good and the bad
There are any number of reports, surveys, and rankings that show how well — or how poorly — New Hampshire is doing on a range of issues. Everything from education funding to safety to having a baby to business opportunities to student loan delinquency — it seems everything can be measured in one form or another, often as a yardstick against other states.
MIT partners with Lakes Region Community College for pilot math and AI education program
The two educational institutions launched a new pilot partnership this summer, bringing 16 high school students from towns across New Hampshire together to learn the math behind AI and how to use it to tackle real problems.
Don’t stop at yellow lights
While major economic indicators are serving as caution tape for many organizations that are hesitant to make investments or take on risk right now, there is a very bright green light out there. There is also a fast-moving vehicle on the road: AI, and the frenetic adoption pace at which people now use it to find essential information. Organizations need to adapt to be seen and referenced by these tools.
(Opinion) The best emergency response begins long before the emergency
When the next emergency comes, the most important question won’t be whether we have a plan; it will be whether we’ve already built the relationships that make the plan work
Hometown Financial Group to acquire Primary Bank
Bedford-based Primary Bank is merging with Easthampton, Mass.-based Hometown Financial Group in a transaction valued at $160 million in cash and stock.
New Hampshire cannot be ‘controlled’
In a recent ad, a candidate for Congress claimed that “two families have controlled New Hampshire politics for the last several decades,” or something to that effect. That rather curious claim referred to the alleged dominance of New Hampshire politics by the Shaheen and Sununu families. The notion that any family has or could dominate New Hampshire politics has to be dismissed.
Manufactured homes in single-family neighborhoods?
Webinar panel discusses far-reaching consequences of the 21st Century ROAD to Housing Act, the bipartisan legislation that seeks to address the lack of supply in the Granite State and across the country
It's Worth Knowing: The Canadians are back in NH — but for how long?
There's been a rebound of Canadian tourists across NH this summer. But new tariffs and words may have an effect on their visits this fall. Meanwhile, right along the border, there's still cross-border neighborliness in the small New Hampshire and Canadian communities.
