Norman Behar

Norman Behar is Chairman and Managing Director of the Sales Readiness Group (SRG). He has over 25 years of senior sales management experience, and is recognized as a thought leader in the sales training industry. His blog posts and whitepapers are frequently featured in leading sales enablement publications including ATD,, and Selling Power.

Recruitment & Selection | Managing Performance

By: Norman Behar
March 22nd, 2023

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team.  Focus on these five factors to increase your odds of success with new sales hires. 

Sales Management | Sales Coaching

By: Norman Behar
March 1st, 2023

Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioritize this essential task. Why aren't sales managers spending enough time coaching, and what can be done about it? These are important questions to answer. But first, let's examine why sales managers should prioritize coaching in the first place.

Sales Training

By: Norman Behar
February 13th, 2023

Are you looking to improve how your sales team sells? Sales training can provide your team with the skills they need to succeed. But with so many training programs and providers out there, it can be hard to figure out which one is best for your team. We've come up with 5 factors to consider when evaluating a sales training program.

Sales Management

By: Norman Behar
February 9th, 2023

Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qualify those opportunities to win more deals and be more successful?

Sales Management | Sales Coaching | Sales Leadership

By: Norman Behar
January 23rd, 2023

Are you being asked to do more with less?  Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. For many organizations, this means implementing hiring freezes or layoffs. Yet, these same organizations are asking their sales leaders to drive increased revenue despite the challenging headwinds. So how can you increase sales without adding headcount?

Closing | Complex Sales

By: Norman Behar
November 29th, 2022

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geopolitical tensions, supply chain issues, and stubbornly high inflation rates.