Editor's Note: This post has been updated for accuracy and comprehensiveness on May 15, 2020. Photo by Hattie Kingsley Photography. Hiring the right sales person is critical. Done well, sales managers are able to focus their time and energy on development and coaching. Done poorly, you spend time...

Photo by Hattie Kingsley Photography At the last EcSell Institute we believe that the profession of a Sales Manager must move from a traditional management model to a sales coaching model. The management model in sales is about and distributing tasks, reporting back results, with the focus being on...

Editor's Note: This post has been updated for accuracy and comprehensiveness on May 15, 2020. Photo by Hattie Kingsley Photography. Our friend and partner, Dave Kurlan of Objective Management Group, does extensive research on what it means to be a top sales person. He has identified seven selling...