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:
Community college program looks to next generation of police supervisors
Driven by a need for specially educated supervisors at police departments, Great Bay Community College has introduced a certificate program to help create the next generation of law enforcement supervisors
Does technology liberate you or enslave you?
When you can organize and manage things properly, it’s amazing how much you can accomplish without living at work
The sweepstakes to pick a Medicare plan is on
The exit of two Medicare Advantage carriers from the state will affect 14,200 current enrollees, while changes to other plans could mean a decline in overall enrollment in Advantage plans by 18,104 beneficiaries in 2027
New analysis: Aging workforce, shrinking educator pipeline, low pay and high living costs add to NH teacher recruitment and retention challenges
NH schools projected to have more than 1,100 teacher openings each year over next decade, with 95 percent of vacancies driven by educators leaving the workforce or changing careers
AI is changing cybersecurity – and cyberattacks
Cyber and payment fraud losses are board-level risks for every organization, escalating the need for strong, modern security systems
(Opinion) Dartmouth Health urges investment in youth mental health in New Hampshire
Dartmouth Health has been putting its shoulders to the wheel to improve the lives of young people.
Rockland Trust provides $9.4m financing for historic Hallsville School
The project will transform the vacant 1891 elementary school into a 36-unit, mixed-income residential community
What does a successful wealth transfer plan look like?
How to begin building a wealth transfer plan around the outcomes you want to achieve
