Generic sales training programs offer broad guidance, but miss the mark when it comes to addressing the challenges one faces ...

Sales department managers oversee one of their organization's most crucial activities. Sales is the area of operations concerned with prospecting and directly communicating with customers while ...

Most sales leaders would agree with what one sales vice-president once told us: “If your first-line management is broken, the entire sales force will be ineffective.” Yet many companies don’t do ...

HARDI continues to expand its professional development programs, under the direction of Emily Saving, vice president, Professional & Program Development. In November, the association launched the ...

Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people.

If you’ve read Cracking the Sales Management Code, or follow my writing, you know that sales managers can only truly control one thing: the activities of their salespeople and themselves. Sales ...