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The Sales Training Book
The Sales Training Book contains 15 powerful one-hour selling skills workshops. You will also receive a hands-on sales-meeting guide and additional reading material for your team.
Buy now, only $99.00

COVER
Fired Up or Burnt Out?
By Kim Wright Wiley

"Supernova Burnout" is something that can happen to many sales reps in the sales industry but often goes unnoticed by managers, as well as the reps themselves. In this month’s cover story, we talk to executive coach and management consultant Dr. Steven Berglas about how managers can spot potential burnout in their sales team and how individuals can avoid falling victim to this psychological condition... .. read more
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latest news

	watch your audience
	the first five minutes
	enter the virtual job fair
	map out the path to excellence
	last minute planning strategies
	six trends that are changing crm in 2008
	application spotlight: dreamteam time & expense helps control your cost of sales
	expanding recognition at verizon
	are you ready to sell more services?
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selling essentials

Indirectly Directed
Sometimes, direct communication doesn’t work. At a time when the work force is growing more diverse, more young and more independent-minded, the command-and-control approach to influence can fail to get people to do what needs doing. How can today’s managers handle resistant, defensive or oppositional employees? How can you communicate with nonassertive or aggressive salespeople? Twenty-first-century managers should hone the subtler approach of indirect influence, says Judith C. Tingle.. read more

hiring & recruiting article

Books and Resources
"Are There Criminals on Your Sales Team?" White paper by Lee Salz, www.salesdodo.com/resources.html Seminar: Recruiting, Interviewing and Selecting Employees, American Management Association (AMA) February 20-22, AMA New York Center, New York, NY February 25-27, AMA San Francisco Center, San Francisco, CA Visit http://www.amanet.org/seminars/ for more information... read more

current lead presentations article

Watch Your Audience
Presenting is two-way communication, says Tom Mucciolo, president of MediaNet, Inc, a presentation skills company. It's not just how you act, it's how you react. Mucciolo says that presenters should always be watching how their audiences react to what they are saying because they can give valuable clues on whether to continue making a point, move on, or stop and explain. For example, if someone in your audience crosses their feet, it could mean that this person is getting little or no value from.. read more

current lead sales management article

The First Five Minutes
The first five minutes of a sales meeting is like the foundation of a house – get it right and everything else falls into place fairly smoothly. Bungle it, and you'll find forward progress is impossible without first repairing the damage. Clearly, your pre-call planning should include time devoted to these first crucial minutes of the meeting. But what should you be thinking about? In his book Rain Making (Adams, 2008), Ford Harding, president of Maplewood, New Jersey-based Harding & C.. read more




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