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Kimberly L. McCall

30 Recent Stories

Straight to the Outsource

Feeling the crunch? Then it may be time to look outside your company for help.
September 1, 2003 in Tips from Experts

Perk Avenue

There are plenty of ways to motivate reps to stay on the path to success, even on a budget.
August 1, 2003 in Tips from Experts

Radical Rendezvous

Bye-bye boring. You can plan a lively sales conference without breaking the bank.
July 1, 2003 in Entrepreneur Magazine

In Their Corner

Focus your coaching efforts where they'll pack the most punch--on your top performers.
June 1, 2003 in Tips from Experts

In With the New

Get your customers to get rid of your products--so they can buy more.
May 1, 2003 in Entrepreneur Magazine

Devil's Advocate

Do your sales reps know how far is too far when it comes to landing that sale?
May 1, 2003 in Tips from Experts

Go Major League

Score a success for your business by implementing team-selling tactics.
April 1, 2003 in Tips from Experts

You're Dismissed

Face it--part of your job is relieving others of theirs. So how do you do it right?
March 1, 2003 in Managing Employees

I'll Take Seconds

Consumers' good memories have them clamoring for the brands they used to love.
February 1, 2003 in Entrepreneur Magazine

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?
February 1, 2003 in Finding Prospects

Training Day

Coaching your reps on pushing a new product can help them play the selling game better.
January 1, 2003 in Tips from Experts

No Experience Necessary

Hiring novice sales reps may save you money, but are they worth the time and effort?
December 1, 2002 in Tips from Experts

Character Sketch

What are your salespeople made of? If they have the following traits, you're in good shape.
November 1, 2002 in 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.
October 1, 2002 in Tips from Experts

Show Business

Learn essential lessons from the silver screen with these A-list sales movies.
September 1, 2002 in Entrepreneur Magazine

Full of Hot Air

How to handle big egos on your sales team before they're blown out of proportion
August 1, 2002 in 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
July 1, 2002 in Tips from Experts

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.
June 1, 2002 in Entrepreneur Magazine

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.
May 1, 2002 in Finding Prospects

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.
April 1, 2002 in Entrepreneur Magazine

The Ins and Outs

Answering the eternal question: Sell on the phone or sell in the field?
March 1, 2002 in Tips from Experts

The Right Carrot

Is your compensation plan keeping your salespeople motivated?
February 1, 2002 in 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.
January 1, 2002 in Tips from Experts

Down, Not Out

Your reps not selling like they used to? Don't worry-they can be rehabilitated.
December 1, 2001 in Tips from Experts

To Your Stealth

Send your PR operatives and undercover product lovers deep into customer territory.
November 1, 2001 in Public Relations

Hey, Good Lookin'!

Every customer's crazy 'bout a sharp-dressed salesperson.
November 1, 2001 in Tips from Experts

Cheer Up!

Downturn got your sales team down? Turn their frowns upside down.
October 1, 2001 in Tips from Experts

What's the Hook?

If you find the right bait, you'll keep your salespeople motivated--and selling.
September 1, 2001 in Tips from Experts

Fielding Questions

When laboratory-like focus groups aren't cutting it, you need operatives in the field.
September 1, 2001 in Entrepreneur Magazine

Star Search

A stellar salesperson does not a stellar sales manager make. So . . . who does?
August 1, 2001 in Tips from Experts

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