We were recently talking with some sales managers about helping their teams build their book of business.  While the managers noted that some prospects come from corporate marketing campaigns, several remarked their sales people were not personally doing a good job developing referrals and they needed to. When we took a deeper dive into why, two reasons stood out. Continue 

Sales force composition is changing: as companies hire millennials, the generational diversity inside their sales forces is expanding. This trend introduces several significant challenges - How do you engage millennial sales reps? How do you motivate them? And, how are their interests and needs alike and different than the rest of the sales team? Continue