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Business Journal Column

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Hiring your first salesperson: 4 reasons to seek an apprentice

What kind of person should a business owner hire when it’s time to add a full-time salesperson? Lee Salz’s answer might surprise you.

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Is promoting salespeople to managers an executive mistake?

The issue isn’t giving a salesperson the nod to be the sales manager. It’s that business owners and executives often perceive this move as a “promotion.” The sales manager role isn’t just an elevation in responsibility, it’s a job change.

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7 sales onboarding mistakes that turn studs into duds

When a sales candidate accepts a job offer, everyone is all smiles. Those smiles can quickly turn to frowns if you are making any of these sales onboarding mistakes.

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9 reasons why every company needs sales onboarding

Sales onboarding, the development program designed to get your new salespeople up to speed fast, should be high on your executive team’s priority list of corporate initiatives. Here are nine reasons why.