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.
Why it may seem like reps aren't hitting their targets, even when they are
Interview tips to distinguish the great sales reps from the ones who are just okay
What to do instead
The No. 1 reason your salespeople may be botching their first contact with potential clients
It’s high time you stopped trying to save your laggards and started focusing on your stars
Making these five common mistakes will quickly convince your new hire that joining your company was a mistake
Here's why a popular method for setting sales quotas is a really bad idea—and how you should set them instead
Separate the wheat from the chaff with these smart interview questions—and the answers you should look for
Hiring the wrong salesperson could cost your company way more than you had ever imagined. Just do the math
Sure, money is the ultimate motivator of salespeople. But does your sales compensation plan encourage all the right outcomes for your company?