Colleen’s Blog

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps. I touched on it in this article: let’s now explore that point in more depth.

Stop hanging on to poor sales performers! It's becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight. In fact, this is a common element I come across in many dysfunctional sales teams I observe. Wondering if, perhaps, this is something you might be guilty of yourself?

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team, especially as we inch closer to 2016. I often suggest taking a step back. There are a few things you need to do before you proceed with interviews in order to ensure that you hire the right person and create the best team possible.