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How to Build and Manage a Successful Sales Team

Are you failing to get the results you want from your sales team? If so, it might be a good time to analyze your hiring and management process. With a few simple changes, you can start hiring and leading sales superstars who are capable of consistently growing revenue. That means no more wasted time or money, or frustration due to hiring and training the wrong people. How to Build and Manage a Successful Sales Team was last modified: October 14th, 2025 by Dr. Chris Croner
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high turnover salespeople leaving
Sales Management

How to Reduce High Turnover in the Sales Department

Here Is Why Salespeople Leave and How It Can Cost You Whether high turnover has resulted from failure to use a sales aptitude test to help you hire wisely, troubles with the company culture or something else, it is a problem that requires your immediate attention. After all, the cost of high turnover in a sales department can be quite staggering – both for your company’s budget and the overall morale of your team. Thankfully, many of the common causes of high turnover rates can be avoided relatively easily. Here are the top reasons companies experience high turnover in the
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Does Your Employee Need Training or is She Ill-Suited to Sales?

It is always frustrating when a new sales hire does not perform as well as expected. Hunting for qualified candidates is a lot of work, so it is important that the employees you commit to hire and train can pull their weight. If you have a new salesperson that is not performing as well as you had hoped, take a close look at his or her process to determine whether his success rate is being negatively affected by mistakes in his sales method or by his personality. 5 Signs Your Employee Needs Training, But Is Not Necessarily Wrong for Sales:
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Sales Assessments

7 Major Mistakes You May Be Making While Building Your Sales Team [Infographic]

Without a skilled sales team, your business simply cannot thrive. Unqualified salespeople may cause the team to repeatedly miss monthly revenue goals and unmotivated salespeople may bring down the morale of the team. Because of this, it is important for you to hire the right people and handle your current salespeople effectively. Errors are common among managers who have been tasked with building a sales team. Here are 7 of the most disastrous ones that you may be making: 7 Major Mistakes You May Be Making While Building Your Sales Team [Infographic] was last modified: October 14th, 2025 by Dr.
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How to Train Your Salespeople to Handle Customer Objections

Customer Objections Kill Deals It might seem obvious, but there is great value in identifying the exact point at which most sales deals fall through. Deals rarely fail because of a weak approach or a lack of demonstrated value. If a potential client has been qualified as a legitimate sales opportunity, the most likely point of failure will be when that client raises an objection. How a salesperson responds to the client’s objection will make or break the deal, so it is critical that he respond in the right way when objections inevitably arise. Objections can be intimidating, so you
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Sales Management

Should You Promote Your Top Salesperson?

Dave broke through every career obstacle. His sales are higher than 35% of his peers. He routinely trains new employees. So, Dave should be promoted, right? Perhaps, but maybe it is not that simple. Think back to when you first started as a sales manager. Do you remember the transition? Chances are it was not entirely smooth, and you know now that the skills required to land a sales position differ greatly from running a team of people with their own (often very strong) opinions. Rather than a desire to lead, quite often the top Driving factors for individuals considering
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