Articles

When you're leading a leader, what do you need to know about the person in this all important position?
(Published in CEO World Magazine)

A Q&A with Suzanne Paling, about the new book and how leaders can encourage reps to share valuable information.
(Published on the Destination CRM blog)

Being a problem solver can help you stand out as a leader. Finding things that aren’t going well and coming up with ways to fix them can be a true differentiator.
(Published on Thought Leaders LLC)

If you want to break the cycle of temporary improvement, then relapse - try these four steps to deal with sales staff issues successfully and permanently.

Holding sales reps accountable makes leadership easier. Here's how.
(Published in American Business magazine)

Suzanne weighs in on sales challenges facing a company profiled in a small business case study in The New York Times.
(Published in the New York Times)

Tactics you can adopt for handling underperforming sales representatives.
(Published in American Business magazine)

The struggling salesperson, feeling pressure from the arrival of the new hire, becomes energized and starts to meet quota. While nice in theory, adding a new salesperson to your staff before dealing with a non-performing rep will likely bring about more problems than it solves.
(Published in American Business magazine)

Which activities generate the most effective results and how success is to be measured?
(Published in American Business magazine)

Part 2 of a profile of one of Suzanne's clients, Action Ambulance of Wilmington, Massachusetts.
(From The New York Times.)

Part 1 of a profile of one of Suzanne's clients, Action Ambulance of Wilmington, Massachusetts.
(From The New York Times.)

There are many sales-boosting activities an entrepreneur or sales manager can do that cost little or nothing at all.
(Published by Entrepreneur.com)

Resume and interviewing skills aren't enough when it comes to figuring out whether a job candidate would make a great salesperson. 
(Published by Entrepreneur.com)

Meeting with a customer and sharing your knowledge with them can foster a deeper relationship.
(Published by Entrepreneur.com)

You can help your salespeople overcome obstacles and succeed at prospecting.
(Published by Entrepreneur.com)

Consider meeting with your salespeople on a monthly basis and conducting formal reviews quarterly.
(Published by Entrepreneur.com)

How to set commissions that motivate your team.
(Published by Entrepreneur.com)

Surprisingly, giving up the position of sales representative to focus on more strategic activities is far more difficult than you might think. How do you let go of your former responsibilities and forge a good relationship with the new hire?
(Published by Entrepreneur.com)

Use these tips to start new reps on the right foot, and raise productivity with existing staff.
(Published by Entrepreneur.com)

Sales reports can be key in keeping the sales process and the cash flow moving.
(Published in Sales & Marketing Management)

What type of sales channel is right for your organization? Here are some things to consider.
(Published in Boston Business Journal)

Here are some points to consider and questions to ask that will help the hiring manager in that important decision-making process.
(Published in Boston Business Journal)