10 Commandments for The Ethical Salesperson

Sales is a profession that is ripe with temptation.  Salespeople deal with a lot of people, and a lot of money. Either one of those by itself presents a challenge.  Add them together and it can be overwhelming.  Here are some guidelines to help you stay...

How Sharp Is Your Sales Structure?

Interested in improving the productivity of your sales force?  Investing in training and developing your salespeople is always a good idea.  But it isn’t the entire solution for many organizations. Often, enormous improvements in sales productivity can...

Dealing with Difficult Customers

A difficult customer – someone who is angry or upset – can be one of the most challenging and rewarding encounters for most companies.  If you cam handle the situation well, you will often gain a long-term customer.  Mishandle it, and you’ll watch the...