CPSA.com - MANAGEMENT

Hiring With A Map: Using Assessment Tools to Hire Great Salespeople

Jeremy Miller — Fri, 18 Jul 2008 08:36:24 GMT

Behavioral assessment tools are common in today's hiring practices. Hiring managers lean on them hoping to discover a silver bullet – a tool that will tell them exactly who to hire and why. The problem is most companies do not use behavioral assessment tools accurately or effectively to make the right hiring decisions.

Do You Have a Climate for Sharing?

Hugh Culver — Thu, 19 Jun 2008 11:35:09 GMT

I often wonder why it is that when I, or my colleagues, facilitate a creative team building or strategy session for one of our clients that people are suddenly open and generating fresh (and often quite exciting) ideas. Why the heck doesn't this happen daily?

When Gen-X is in Charge: How to Harness the Younger Leadership Style

Anne Houlihan — Thu, 27 Mar 2008 08:38:51 GMT

For many years, those in the Baby Boomer generation have held the reins in most companies, leading the Generation X workers in the day-to-day activities. And as the years tick by, more and more Boomers will be retiring, leaving the leadership reigns in many companies up for grabs.

Are You Strategic?

Rich Horwath — Fri, 07 Mar 2008 12:40:14 GMT

Leadership research has shown that the most important competency for a leader to possess is the ability to develop strategy. Unfortunately, when researchers examined leaders at all levels in organizations, they found only four percent could be classified as strategists.

Make Change Stick

Gary Bradt — Thu, 28 Feb 2008 12:17:48 GMT

It’s easy to talk about change but actually making change happen is not. In organizations, new leaders promising change arrive with great fanfare and panache. Speeches are made and initiatives begun, only to inevitably fade into obscurity when those leaders move on and the status quo returns.

Dangerous Conversations: Coaching for Exceptional Performance

Gregg Thompson with Susanne Biro — Tue, 12 Feb 2008 10:24:37 GMT

How many conversations do you have during an average day? 30, 50, 100? How many of these simply function as social lubricants, helping you slide through the day without having to address the real and important issues you face? How many of these conversations really matter?

Five Steps to Build Your Credibility as a Manager: Shed the Superman Cape

David Benzel — Mon, 04 Feb 2008 16:24:50 GMT

Superman is a super hero due to his many powers. However, even with all of his strengths, Superman has a vulnerability – Kryptonite – therefore, he is not perfect. He has a flaw. And in spite of this weakness, Superman’s credibility is beyond reproach.<

Unleashed! Expecting Greatness and Other Secrets to Coaching for Exceptional Performance

Gregg Thompson with Susanne Biro — Mon, 21 Jan 2008 16:54:08 GMT

Coaching has received a great deal of attention over the last several years. As today’s fastest growing human development process, it is quickly becoming an essential competency for leaders at every organizational level. Why? Quite simply because coaching produces such impressive results. Yet, despite the growing popularity of coaching, there are precious few managers who actually make it a significant part of their day-to-day activities. In fact, many organization leaders are unable to disti

Why Salespeople Fail and What Managers Can Do About It

Keith Rosen — Mon, 07 Jan 2008 12:31:21 GMT

"Why do salespeople fail?" A question that managers, as well as their salespeople have asked for decades. Whether your team consists of one thousand salespeople or just one, the simple fact stands; avalanches roll downhill. It starts from the top. That's why the first of six principles managers need to incorporate in order to build a world class sales team is

News Item

Evelyn Jacks — Mon, 17 Dec 2007 06:22:17 GMT

News Item

7 Ways to Keep Your Team Motivated

Kelley Robertson — Mon, 17 Dec 2007 02:46:10 GMT

7 Ways to Keep Your Team Motivated

Making an Impression in the Boardroom

Peter Urs Bender — Mon, 17 Dec 2007 02:42:47 GMT

Making an Impression in the Boardroom

Why Salespeople Don't Work Out

Bob Pudlock — Mon, 17 Dec 2007 02:14:10 GMT

Why Salespeople Don't Work Out

An Effective Manager Learns To Wear Many Hats

Roy Chitwood — Mon, 17 Dec 2007 02:08:35 GMT

An Effective Manager Learns To Wear Many Hats

Book Review - Leadership Wisdom from the Monk Who Sold his Ferrari

Robin Sharma — Mon, 17 Dec 2007 01:18:11 GMT

Book Review - Leadership Wisdom from the Monk Who Sold his Ferrari

SRC Offer of the Week - Book Review: How to Run Successful Incentive Schemes

John Fisher — Mon, 17 Dec 2007 01:12:39 GMT

SRC Offer of the Week - Book Review: How to Run Successful Incentive Schemes

Sales Tips and Techniques - Secret Evaluators Gaining In Popularity

Michael Shuster — Mon, 17 Dec 2007 00:47:59 GMT

Sales Tips and Techniques - Secret Evaluators Gaining In Popularity

Sales Tips and Techniques - Redesigning the Sales Effort to Jumpstart Growth

Sylvie Bovet — Mon, 17 Dec 2007 00:32:25 GMT

Sales Tips and Techniques - Redesigning the Sales Effort to Jumpstart Growth

Meetings can bleed energy-and money!

y Helen Wilkie — Mon, 17 Dec 2007 00:19:40 GMT

Meetings can bleed energy-and money!

SRC Offer of the Week - Attracting & Rewarding Outstanding Employees

y David Rye — Sun, 16 Dec 2007 23:55:57 GMT

SRC Offer of the Week - Attracting & Rewarding Outstanding Employees

Sales Tips and Techniques - Successful Managers

Peter S. Taylor, CHRP — Sun, 16 Dec 2007 23:33:36 GMT

Sales Tips and Techniques - Successful Managers

Getting the Newbie Up to Speed

Brian Jeffrey, CSP — Sun, 16 Dec 2007 07:28:36 GMT

Getting the Newbie Up to Speed

The Key to Successful Recruiting

John Boe — Sun, 16 Dec 2007 07:22:35 GMT

The Key to Successful Recruiting

Fishing for Whales: Identify top sales performers

Jeremy Miller — Sun, 16 Dec 2007 07:13:17 GMT

Fishing for Whales: Identify top sales performers

Myths of Sales Management: The Entrepreneurial Salesperson

Dave Kahle — Sat, 15 Dec 2007 07:56:50 GMT

I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free to develop the customers they chose with the products they wanted.

Are You in Danger of Losing Your Salespeople?

Brian Jeffrey, CSP — Sat, 15 Dec 2007 07:35:54 GMT

Are You in Danger of Losing Your Salespeople?

How to Create a Value Added Sales Culture

Tom Reilly — Sat, 15 Dec 2007 03:26:24 GMT

How to Create a Value Added Sales Culture

Your Sales Methodology: Retain It, Repair It, or Replace It

Dave Stein, CEO, ES Research Group-The Sales Training Authority ™ — Sat, 15 Dec 2007 03:24:12 GMT

Your Sales Methodology: Retain It, Repair It, or Replace It

Nine Steps for Moving Bad Salespeople up . . . or Out

Steve Johnson — Sat, 15 Dec 2007 03:13:41 GMT

Nine Steps for Moving Bad Salespeople up . . . or Out

3 Sales Leadership Challenges that Prevent Sales Force Success

Jeff Thull, CEO and President of Prime Resource Group — Sat, 15 Dec 2007 03:10:18 GMT

3 Sales Leadership Challenges that Prevent Sales Force Success

The Accountable Sales Manager

Marcus Miller — Sat, 15 Dec 2007 02:53:25 GMT

The Accountable Sales Manager

Sales Management and Leadership – They aren’t the same!

William J. Truax — Sat, 15 Dec 2007 02:19:37 GMT

Sales Management and Leadership – They aren’t the same!

My Sales Manager Runs Around Like His Pants Are on Fire

Marcus Miller — Sat, 15 Dec 2007 02:14:06 GMT

My Sales Manager Runs Around Like His Pants Are on Fire

The Four Cornerstones of Effective Sales Compensation

Greg Blysniuk — Sat, 15 Dec 2007 02:09:23 GMT

The Four Cornerstones of Effective Sales Compensation

How Does Your Compensation Plan Stack Up?

Colleen Francis, CSP — Sat, 15 Dec 2007 01:16:09 GMT

How Does Your Compensation Plan Stack Up?

Sales Standards for Better Sales Results

Bryan Feller — Fri, 14 Dec 2007 23:08:38 GMT

Sales Standards for Better Sales Results

Be a Successful Sales Manager—Not a Super Seller

Graham Yemm — Fri, 14 Dec 2007 22:32:12 GMT

Be a Successful Sales Manager—Not a Super Seller

Sales Standards for Better Sales Results

Bryan Feller — Fri, 14 Dec 2007 22:22:44 GMT

Sales Standards for Better Sales Results

Inside Sales – Are They Selling or Sitting?

Frank Foster, CSP — Wed, 12 Dec 2007 17:00:16 GMT

Almost every business I work with is facing a new challenge: inside salespeople are becoming more and more involved in the selling process not just the order processing process.