Getting a Sales Management Coach.
Part 4 of a 4 part series on first time sales managers
It’s a fact that just like star athletes the most successful sales managers have coaches. Having a sales management coach is especially important for first time sales managers given their high rate of failure. In this last part of a [...]

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Hiring the Right Sales People.
Part 3 of a 4 part series on first time sales managers
Hiring the right sales people has a tremendous impact on the success of any Sales Force.   But how does a sales manager figure out who the best candidates are?  In this third part of a four part series on first [...]

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Assessing your Human Capital.
Part 2 of a 4 part series on first time sales managers
Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life hence the high failure rate for first time sales managers. In this second part of a four part series Joe and [...]

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Assessing your territory.
Part 1 of a 4 part series on first time sales managers
Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life hence the high failure rate for first time sales managers. In this first part of a four part series Joe and Mike [...]

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