Sales Management | Sales Techniques


Upside Down Sales Recruitment – The Reverse Interview

Sales leaders have been drawn into mandated corporate techniques for recruitment interviewing. Often this approach is supervised by well trained human resource practitioners who instruct on fair and respectable candidate selection techniques like critical behavioural interviewing (CBI). CBI is based on the assumption that the past performance of a candidate will be an indicator of […]

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What’s The Right Size For Your Sales Team?

Eight Models For Confidently Determining The Right Sales Force Size  “Sales Managers must know how to determine sales force size and structure by using something more than experience and gut feeling” Do You Upsize, DownSize or RightSize? An explanation of eight scientific models used for determining the right sales force size. Simple spreadsheets for the eight […]

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