Research suggests that most social-media initiatives are owned by marketing, not sales. Yet salespeople have the most to gain from the emerging new discipline: social business. Yes, social business. Social media is designed for fun; social business is designed to create customers. While social media often leads to a waste of time, social business leads to more business. The big question is… READ THIS BLOG >

Many colleges now offer comprehensive sales education courses, so consider hiring these recent graduates to refresh your team with the best and brightest minds in sales. READ MORE >

According to Elihu Root, "Men do not fail; they give up trying." Author and philosopher Grenville Kleiser had another viewpoint: "The most successful people learn from their failures and use them as stepping stones to success." Success is built on failure. When the day's or week's calls are done, review your misses as well as your hits. Analyze what went wrong and what went right. If you're not failing often enough, then you're failing to try as frequently as you should.