Suzanne Paling joins Jim Blasingame to reveal why most sales managers last no more than a year and a half, and how to turn this unfortunate trend around in your organization.

Suzanne Paling joins Jim Blasingame to reveal why your best salesperson is probably not your best choice to manage the sales force, and how to test a candidate to see if they can manage.

Suzanne Paling joins Jim Blasingame to discuss why of all of the important selling skills, once you get in front of a prospect, active listening is the most important.

Suzanne Paling joins Jim Blasingame to reveal the direct connection between increased sales and becoming an active listener, including some tips on how to practice.

Suzanne Paling joins Jim Blasingame to reveal that having a well-run and planned weekly sales meeting can do a lot for overall motivation and performance.

Suzanne Paling joins Jim Blasingame to reveal that asking non-competitive sales managers to share ideas with your teams, and reciprocating, plus doing more role plays are great sales meeting elements.

Suzanne Paling joins Jim Blasingame to discuss the role of a real sales manager and why many small businesses have so much difficulty establishing and committing to that assignment.

Suzanne Paling joins Jim Blasingame to discuss how prospecting has changed in the 21st century, and how a good sales manager can help make this activity successful.