The late Alabama football coach Bear Bryant used to say, “Have a plan for everything. You’ll know if it was right by the scoreboard.” And it’s a good idea for salespeople to follow the same advice, especially when in a slump. More…

Communicating effectively with different personalities is a continuing challenge. But helping your reps understand the following four personality types will improve their results. More…

When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse. More…