Kimberly L. McCall

30 Recent Stories

Tips from Experts

Straight to the Outsource

Feeling the crunch? Then it may be time to look outside your company for help.
Tips from Experts

Perk Avenue

There are plenty of ways to motivate reps to stay on the path to success, even on a budget.
Entrepreneur Magazine

Radical Rendezvous

Bye-bye boring. You can plan a lively sales conference without breaking the bank.
Tips from Experts

In Their Corner

Focus your coaching efforts where they'll pack the most punch--on your top performers.
Entrepreneur Magazine

In With the New

Get your customers to get rid of your products--so they can buy more.
Tips from Experts

Devil's Advocate

Do your sales reps know how far is too far when it comes to landing that sale?
Tips from Experts

Go Major League

Score a success for your business by implementing team-selling tactics.
Managing Employees

You're Dismissed

Face it--part of your job is relieving others of theirs. So how do you do it right?
Entrepreneur Magazine

I'll Take Seconds

Consumers' good memories have them clamoring for the brands they used to love.
Finding Prospects

Hot for Cold Calls

It's a red-hot marketing tool. But how do you get reps to warm up to picking up the phone?
Tips from Experts

Training Day

Coaching your reps on pushing a new product can help them play the selling game better.
Tips from Experts

No Experience Necessary

Hiring novice sales reps may save you money, but are they worth the time and effort?
Tips from Experts

Character Sketch

What are your salespeople made of? If they have the following traits, you're in good shape.
Tips from Experts

OK, Let's Review

Appraising your sales staff's performance doesn't have to be the biggest pain in anybody's year.
Entrepreneur Magazine

Show Business

Learn essential lessons from the silver screen with these A-list sales movies.
Tips from Experts

Full of Hot Air

How to handle big egos on your sales team before they're blown out of proportion
Tips from Experts

Hold It, Buddy!

What to do when your best sales rep flies the coop and tries to take your clients along for the ride
Entrepreneur Magazine

Contact Solution

Face it, Post-its and spiral notebooks won't cut it when it comes to contact management. Go high-tech and save yourself the headache.
Finding Prospects

Follow the Lead

Tired of your no-cost methods for finding leads not yielding hot prospects? Maybe it's time to pay for a sure thing.
Entrepreneur Magazine

Hire and Hire

If you plan on making the sales you need to survive the recession, maybe you need more people to do the selling.
Tips from Experts

The Ins and Outs

Answering the eternal question: Sell on the phone or sell in the field?
Tips from Experts

The Right Carrot

Is your compensation plan keeping your salespeople motivated?
Tips from Experts

Outside Chance

When the old sales plays aren't scoring, it's time to call in the Gipper: a sales consultant to rally your team.
Tips from Experts

Down, Not Out

Your reps not selling like they used to? Don't worry-they can be rehabilitated.
Public Relations

To Your Stealth

Send your PR operatives and undercover product lovers deep into customer territory.
Tips from Experts

Hey, Good Lookin'!

Every customer's crazy 'bout a sharp-dressed salesperson.
Tips from Experts

Cheer Up!

Downturn got your sales team down? Turn their frowns upside down.
Tips from Experts

What's the Hook?

If you find the right bait, you'll keep your salespeople motivated--and selling.
Entrepreneur Magazine

Fielding Questions

When laboratory-like focus groups aren't cutting it, you need operatives in the field.
Tips from Experts

Star Search

A stellar salesperson does not a stellar sales manager make. So . . . who does?

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