By Cheryl Powers

Assembling a sales team filled with A-Players is not just an advantage; it's a necessity. For lower mid-market and mid-market business owners, the journey toward sustainable growth and profitability hinges significantly on the caliber of your sales force. But here's the catch: not all hiring processes are created equal, especially when it comes to sales. That's where a Sales-Specific Hiring Process comes into play, a game-changer that can set your business on a trajectory...

By Cheryl Powers

Imagine for a moment the enterprise value your company could reach if every sales hire turned out to be a veritable superstar, a perfect fit for the demanding rhythm of your business. Now imagine what that would mean to you personally.

What would it add to your customer happiness?

What would it do for your employee satisfaction?

How would it impact your standing against the competition?

And what would it do for your personal wealth?

Yet, here's the sobering reality: nearly...

by Cheryl Powers

Lead, follow or get out of the way. That’s the sentiment I grew up with. My dad was a naval officer in WWII who served at the same time as Ronald Reagan was in the US Army. And my dad knew how to steer a ship. He was kind, consistent, and competent and he taught me a great deal about leadership.

Unfortunately, in today’s business climate I see far too many leaders turning over the helm to employees who haven’t a clue about leadership, budgets, revenue,...