by Tom Williams & Tom Saine | Nov 28, 2017 | Medical Sales, Sales, Sales Leadership, Sales Management, Talent Management
Years ago, when one of the authors was in graduate school a professor made the following statement. “There is no bottom line until there is a top line. The key to a top line is hiring and supporting great sales professionals.” It was a profound statement then and it’s...
by Tom Williams & Tom Saine | Mar 24, 2015 | Sales, Sales Effectiveness, Sales Skills, Talent Management
Over lunch during a recent sales training seminar we were asked a question that normally arises in discussions with sales executives or HR managers: “From both of your experiences in managing sales teams and consulting on sales productivity, what are the attributes...
by Tom Saine & Tom Williams | Feb 24, 2015 | Sales Coaching, Sales Performance Management, Talent Management
When a sales representative or account manager is promoted to a district, region or team sales manager, they often face challenges they’ve never considered before. For example, how much time do I spend “managing up” to my boss and the senior staff versus “managing...
by Tom Williams & Ron Lee | Apr 29, 2014 | Talent Management
If you’re in MedTech sales you have a designated territory and a sales goal. Making the “plan” is your number one objective. If you are a 1099 and self-employed, you are a hunter who only gets paid when you consistently hit the target, otherwise it’s a long dry...
