This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Recently I dropped into a salesperson’s

Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for…

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

There are three reports a sales manager…

Yesterday I wrote about ten things I wish I'd have known before I started selling professionally. Here are ten things that I wish I'd have known before I started managing a sales force.

1. Balance activity and effectiveness. When I first…