Dos and Don’ts for Making the Right Sales Job Offer to the Right Candidate

In the same way that a sales process is the mechanism for turning a prospect into a customer, it also takes skillful execution of a complete process to convert a candidate for a sales role into your new salesperson. What’s more, landing the right salesperson means your process must include discovering key information, establishing trust,…

Center of Sales Strategy

Putting Sales at the Center of Strategy

Orig. Post October 2014 by Frank V. Cespedes, Harvard Business Review | Re-Post December 2, 2014 For many years Document Security Management (a pseudonym) had a thriving business in retrieving and shredding or securely storing organizations’ documents. Executives and their assistants loved its one-stop-shopping value proposition, and the sales force cultivated deep relationships with them.…