Kellen James - Advisory | Diagnostics | Executive Search

How many interviews is too many before presenting an offer to a qualified candidate? One recent candidate I spoke with received an offer after 8 interviews; seven one-on-one interviews, an industry exam, construction of a business plan, complete with...

Based on the groundbreaking research into how world class organizations measure and manage their sales forces, revealed in the best-selling book Cracking the Sales Management Code. This 2-day workshop reveals the inner workings of sales management. It...

For more than a century, sales training has focused predominantly on improving the skills of frontline sellers. And this makes intuitive sense – if you want to sell more stuff, then train the people who sell it. The logic is practically unassailable...

If I asked you if you coach your sellers, what would be your response? If you are like most sales managers, you would respond with a resounding, “Yes, of course!” But are you really coaching your sellers? When we ask sales managers to describe the kind...