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:
Why growing companies are rethinking legal leadership
Most privately held companies view legal counsel as an expense that arrives after a dreaded event. A contract dispute surfaces, an employee threatens a claim, a deal stalls in diligence, and only then does the phone call to outside counsel get made.
Making a bid on workforce development
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What the new child care business tax credit could mean for New Hampshire
As a result of this legislative session, New Hampshire will have a Child Day Care Creation Tax Credit Program for businesses starting in 2027. The state joins 25 others with incentives for businesses to invest in expanding the child care supply.
NHBR About Town: Week of August 14, 2026
Business and event happenings around the state of NH
The Latest: Week of August 14, 2026
The Latest is a roundup of the comings and goings of the movers and shakers in NH's business community
Navigating competing rights on NH’s lakefronts
Lakefront property owners should understand their rights to the water
Ask the Experts: Legal landscape in NH helps evolve businesses
From legislative reforms to evolving regulatory requirements, the legal landscape continues to influence how businesses plan, invest and grow.
Rochester looks to block data centers with zoning law. Will it work?
City officials are taking steps they hope will prevent data centers from locating in Rochester.
Letter to the editor: Casella is wrong on HB 707
TO THE EDITOR: In John Koziol’s otherwise excellent reporting (NHBR 7/31/2026) on NH’s new landfill siting bill (HB 707), Casella’s spokesperson, Jeff Weld, tries to make the case that NH desperately needs Casella landfills. And he is not shy in…
