http://www.isnare.com/?s=author&a=Brian+Jeffrey Advice Brian Jeffrey Sun, 19 Apr 2009 00:00:00 +0800 http://www.isnare.com/?aid=371790&ca=Advice Bonuses can be an integral part of a salesperson's compensation plan if implemented properly. It's the “if implemented properly” part that gets companies into trouble. In general, the term “bonus” means something paid or given in addition to what is usual or stipulated. Furthermore, I feel that bonu... Business Brian Jeffrey Sun, 19 Apr 2009 00:00:00 +0800 http://www.isnare.com/?aid=371796&ca=Business Most sales managers figure they're an excellent judge of character and can spot sales talent from a distance of 500 feet, if not farther. I used to think that too. That's why a lot of my earlier hires were done after a 15- to 30-minute interview and a brief assessment of what my stomach was telling... Business Brian Jeffrey Sun, 19 Apr 2009 00:00:00 +0800 http://www.isnare.com/?aid=371799&ca=Business There's one sure thing about trying to teach pigs to fly — it annoys the pigs and frustrates the teacher. As a former sales trainer, I shared many of the same frustrations. I was often asked to use my "wizardry" to turn water into wine—to train the untrainable — and it just doesn't work. Square Pegs... Career Brian Jeffrey Sun, 19 Apr 2009 00:00:00 +0800 http://www.isnare.com/?aid=371802&ca=Career The question of whether or not to hire part-time salespeople is one that often comes up for many sales managers and it's a good question. Mind you, some sales managers feel their full-time salespeople only work part-time but that's a problem and an article for another time! Part-timers are an Attrac... Business Management Brian Jeffrey Mon, 29 Dec 2008 00:00:00 +0800 http://www.isnare.com/?aid=332618&ca=Business+Management Too many companies still insist on pumping their new hires full of product knowledge and then dumping them on unsuspecting prospects, fully expecting the new salesperson to sell up a storm. These "talking catalogs" start running around "telling" instead of "selling" and the expected storm decays to...