Here are nine expected results from a well-crafted sales onboarding program. Revenue investment protection. Onboarding not only protects the new-hire … Read more

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right sales people, onboarding them effectively and efficiently, and aligning their sales activities with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars, and author of the award-winning book Soar Despite Your Dodo Sales Manager. Lee is also the host of the Sales Management Minute and creator of The Revenue Accelerator. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.
Here are nine expected results from a well-crafted sales onboarding program. Revenue investment protection. Onboarding not only protects the new-hire … Read more
There is a common belief that the primary cause of a sales team missing its revenue goal is a dry sales pipeline. If a sales team doesn’t have a … Read more
When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if you are making any of these … Read more
The sales team is the primary revenue source for most businesses. However, this revenue is not without significant cost. If not carefully managed, this … Read more
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their … Read more
You’ve hired your rainmaker! The hard work is over and now it’s time for the dollars to roll in. After all, you’ve just hired a great salesperson. Take her … Read more
Early Greek mythology tells tales of sailors lured by Sirens. Their sweet music mesmerized the sailors and led them to believe that the illusion was … Read more
David walks into Mr. Stevens’ office for a first meeting. He shakes Mr. Stevens’ hand, opens his briefcase, and proceeds to lecture about the … Read more
Hiring salespeople from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy. Life would be grand if we … Read more
Years ago, I was interviewing for a Vice President of Sales position with a mid-sized services firm. Everything was going well with my interview with the … Read more
Originally published April 8, 2008. It’s a great day at Newman Industries! For the last month, it has been actively recruiting a hot candidate to … Read more
Many execs put industry experience at the top of their criteria list for sales-management candidates. “The successful applicant will have 10 years … Read more
After a lengthy screening process, the hiring committee feels it has found the right candidate for the company. Now comes the tricky part: how do you … Read more
Close your eyes. Now think of the perfect mate. Are you done? Close your eyes again. Think some more. How long is your list of requirements of the perfect … Read more
In my sales management career, I would bet that I’ve seen about 5,000 resumes for salespeople. Yet, I still haven’t seen one that shows someone … Read more
I was never very good in science class, which is probably why I’m not a doctor today. Yet, I remember vividly the exercise on heated atoms. The … Read more
Phil walks into his favorite retailer to apply for a job. He sits down at the kiosk and begins to fill out the employment application. He fumbles through … Read more
Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of … Read more
I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend Willie … Read more
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Many … Read more