Organizing work teams involves both the overall goals of a business and the specific objectives that a work team needs to meet to play its part in a successful enterprise. Managers need to set ...

Sales forces drive revenue for their employers by actively seeking out and engaging customer prospects. Sales can be described as the most personal branch of the marketing function, as salespeople ...

Every business needs a business plan as well as more detailed road maps that offer guidance to each department working toward that common goal. As the revenue-generating engine of your company, the ...

(Blog #15 in the ongoing series derived from a book Harris DeWese wrote several years ago—“A Year of Selling Profitably.” The book was written for printers to use as a guide in training their sales ...

Providing strategic direction and leadership for the sales team is an endless task. Many sales professionals will argue there’s no need for a sales manager, and often times there isn’t one. In larger ...

The fourth quarter: It’s the time of year that sets the course of business for the next year. Before you spend weeks or months budgeting and building strategic initiatives for next year, have you ...

Chief Sales Officers Must Plan for Disruptions to the Sales Organization, Customer Ecosystem and Supply Chain to Weather the Crisis and Strengthen Market Competitiveness STAMFORD, Conn.--(BUSINESS ...

There exists a glaring hole in traditional sales training and sales management. Sales training teaches salespeople to move through a process, from prospecting to qualifying to establishing pain points ...

STAMFORD, Conn.--(BUSINESS WIRE)--As the global coronavirus pandemic rises, chief sales officers (CSOs) and senior sales leaders must prepare their organizations to manage risk and take fast action, ...