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:
Will hackers use your own AI against you?
Businesses have spent years asking what AI can do for their employees. Fewer have asked what it would do for an intruder inside an employee’s account.
Adding features does not close deals, passing security audits does
Many companies fall into the trap of innovation without realizing that not passing a data security audit will stall a deal right in its tracks.
Website tracking technologies: why are businesses being sued for using them?
Laws in other states, including in New Hampshire, are being used to hold businesses liable for their use of website tracking technologies
The (multi) million-dollar question: what your board needs to know before the breach
Getting cybersecurity wrong costs millions of dollars, customer trust, and sometimes the business itself.
Sylvania celebrates 125 of innovation
The Sylvania brand celebrated 125 years of bringing light into the world with a Sept. 24 event at its plant in Hillsborough. The plant on West Main Street, which produces automotive lighting products for original equipment manufacturers and the aftermarket, is the last major automotive aftermarket lighting plant in the country.
Cybersecurity hiring in New Hampshire: talent, pipelines, and the impact of AI
Cybersecurity requires a mix of technical depth, real-world experience, and the ability to think critically under pressure. That combination takes time to build, and most companies are competing for the same relatively small pool of proven talent.
Prompt injection is the new social engineering: what it looks like and how to stop it
Prompt injection is the AI era's version of social engineering, and it's already happening in the wild. If you're deploying AI tools in your organization and haven't thought seriously about this, you should.
How to use cybersecurity to increase your business’s value
Strong cybersecurity can also boost business valuations and inspire buyer confidence. Both sides of the transaction should treat cybersecurity as a key factor in building enterprise value.
Trouble on the home front
Permitting and construction of new homes is up, but it’s still at historic lows and not enough to keep up with demand. The recent housing production is mostly single-family, with a smattering of multi-family developments but relatively few duplexes, triplexes and fourplexes.
