This Issue: Creating Organizations that Provide Customer Value
How to Build a Top-Notch Sales Force
Many leaders feel that hiring sales representatives, those directly tied to a sales organization's day-to-day successes, is a hit-or-miss process. Sometimes, despite a company's best efforts, the wrong individual is hired and those who aren't making the grade are retained. Bob Miller, founder of Miller Heiman, discusses how it's possible to be more systematic in the hiring process and proposes deliberate steps in building a top-notch sales force.
Forget the Back Burner:
Why Coaching is Important at All Times
Coaching for sales performance comes into the spotlight when companies feel the pinch of a bad economy. The challenge is to coach beyond the tough times. Today's sales teams need the support necessary to withstand shifts in the market conditions. A conscious effort to make coaching a priority is crucial to achieving superior and lasting results.
The Power of Sales Transformation
Three organizations have seen success in initiating sales transformations that helped them adapt to customer-driven changes. Despite the daunting task of implementing large-scale initiatives, they have demonstrated that, with a clearly defined approach and the required level of commitment, results can be measured in quarters and the return on investment is apparent within the first year. These companies were able to transcend a challenging business environment and position themselves for ongoing, sustainable growth.
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