Managing Your Team

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Stan was frustrated. He kept getting “shot down on price” during discussions with prospective buyers. He knew he was [...]

by Ken Schmitt and Vicky Willenberg Parents of aspiring college students aren’t the only ones weaving tales of academic achievement, award-winning experiences, and outstanding accomplishments. [...]

by Ken Schmitt and Vicky Willenberg Contrary to what you’ve heard, it ain’t “all about the Benjamins.” In a tight labor market like ours, employers are looking for the juiciest carrots to dangle [...]

Compensation continues to be a hot topic in hiring. Employers like you strive to entice top talent with incentives that range from flexible scheduling to lucrative signing bonuses. As a hiring [...]

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Eliza, a new sales hire, had posted an abysmally low closing ratio in her first 60 days on the job. She was spending [...]

by Ken Schmitt and Vicky Willenberg For many entrepreneurs, the decision to transition from employee to boss/business owner was simple. During the years spent working for someone else, many [...]

by Ken Schmitt and Vicky Willenberg We’re not going to waste your time discussing the current labor market. It’s tight, competitive, driven by candidates with multiple offers and high [...]

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Leo, a new sales hire, was having a hard time making quota. He asked his colleague Sam for some help. Sam asked, “Can I [...]

by Ken Schmitt and Vicky Willenberg Over the last few years, we have noticed a growing trend in recruiting: The push to hire seasoned workers – more specifically, employees over 50.  In [...]

by Ken Schmitt and Vicky Willenberg Whether you engage an external recruiting expert like TurningPoint, or use your own in-house hiring manager, filling an open position (and the process of [...]