Authors

Michael Vaccaro

Michael Vaccaro

Michael is the Northeast Leader for Hay Group’s Enterprise Sales Effectiveness practice. His focus is on sales force effectiveness, sales compensation, and their alignment with clients' strategic, organizational, people and technology imperatives. Michael has authored numerous articles on sales force-related topics; has been interviewed by the Wall Street Journal and Sales and Marketing Management publications; and has been a guest lecturer at the Kelley School of Business at Indiana University.

Author's latest blog articles


What do companies think about sales growth?

Posted by Michael Vaccaro

The prevailing opinion seemed to be “so far, so good”, according to sales and HR participants attending our Enterprise Sales Effectiveness roundtables in April. We held these events in Chicago and New York City. Each had about a dozen companies … Continue reading

What themes should sales leadership strike in 2014?

Posted by Michael Vaccaro

Sales leadership will soon be in the midst of final preparations for the “big annual meeting” they will have with their full sales team. They are typically expected to make a stirring, inspirational speech that fires up the troops to … Continue reading

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