Matthew Cook

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.

|| || Email

5 Quick Fixes for a Lacklustre Sales Team

Wondering what your salespeople really do all day? You're not alone. The may be hitting targets, but they could do more. How to jumpstart their productivity

4 Classic Sales Hiring Mistakes

Basketball-slam-dunk

It’s easy to avoid these all-too-common errors and dramatically improve your odds of hiring the best salespeople

The Crucial Step Your Sales Reps Could be Skipping

Unhappy-man-at-laptop

Why it may seem like reps aren't hitting their targets, even when they are

The 5 Key Behaviours of Top Sales Reps

Ship-captain-with-telescope

Interview tips to distinguish the great sales reps from the ones who are just okay

Cold Calling Is Dead

What used to be a smart sales tool is now ineffective thanks to changing habits

What to do instead

Why Sales Reps Screw Up the Initial Call

annoyed businessman

The No. 1 reason your salespeople may be botching their first contact with potential clients

Dump Your Sales Duds

Tired horse

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

I-quit!!

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

arrows missing target

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

Check List  Awesome

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

fired_small

Hiring the wrong salesperson could cost your company way more than you had ever imagined. Just do the math

  • 1
  • 2
Readers Choice

The reason you’re never as stressed about deadlines as your employees are, and more news about work in the latest Watercooler