All posts by Dr. Christopher Croner

Are great salespeople born? Or are they made? It’s a question that confounds many sales managers desperate to hire and hone a winning team.

As companies ratchet up their efforts to get back in the game full force, they are launching a talent war — and guess who is squarely in their line of sight?

Traditional hiring practices have not been refined and tailored to suit sales, so the managers who employ them are often faced with disappointment. Here are 10 sales management mistakes and misconceptions and how you can avoid them.