Matthew Cook
Matthew Cook has 17 years of sales and sales management experience primarily in the financial services and staffing industries. He is founder of SalesForce Search, which was No. 4 on PROFIT’s Hot 50 in 2010, and No. 19 in 2011.
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The Crucial Step Your Sales Reps Could be Skipping
Why it may seem like reps aren't hitting their targets, even when they are
Sales: The 5 Key Behaviours of Top Reps
Interview tips to distinguish the great sales reps from the ones who are just okay
Why Sales Reps Screw Up the Initial Call
The No. 1 reason your salespeople may be botching their first contact with potential clients
Dump Your Sales Duds
It’s high time you stopped trying to save your laggards and started focusing on your stars
5 Dumb Ways To Lose Your New Sales Rep
Making these five common mistakes will quickly convince your new hire that joining your company was a mistake
The Worst Way to Set Sales Targets
Here's why a popular method for setting sales quotas is a really bad idea—and how you should set them instead
8 Ways to Identify Great Salespeople
Separate the wheat from the chaff with these smart interview questions—and the answers you should look for
The Costliest Hiring Mistake You Can Make
Hiring the wrong salesperson could cost your company way more than you had ever imagined. Just do the math
Sales Compensation: It’s Not Just the Money
Sure, money is the ultimate motivator of salespeople. But does your sales compensation plan encourage all the right outcomes for your company?
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