Have you seen Bob Marsh’s latest post “25 Sales Experts Describe the Modern Sales Leader?” If you haven’t, check it out. Being a sales leader is much different today — it doesn’t even require a nice shirt and tie. Sometimes gym shoes, a Cleveland Cavaliers jersey and the name LeBron James is enough to get...Read More
Motivating millennials. As if trying to come up with fresh sales incentives doesn’t challenge you enough, you’re coming up with fresh sales incentives for millennials, a group of 80 million American 18-35 year olds known for constant recognition needs and job hopping. Dealing with these stereotypes adds some pressure. And who has time to sit...Read More
First let’s start with a definition of “incentivize”. According to Dictionary.com: incentivize verb To provide (someone) with a good reason for wanting to do something. When you consider that definition, a quick reaction may be, “If a salesperson wants to sell as much as possible because that’s how they make money, shouldn’t they always have...Read More
There are all kinds of stats out there to validate defining your company’s culture. Take the one that says job turnover at an organization with a high focus on culture is 13%, compared to 48% in companies with a low focus on it. Or there’s the one that says peers and camaraderie are the number...Read More
As evidenced here, here, here and here, key performance indicators (KPIs) have a diverse collection of powerful and measurable benefits, both direct and indirect, on sales organizations large and small. Translation: KPIs are indispensable. Furthermore, it’s simply an old wives’ tale that KPIs are only useful for inside sales. They can apply to virtually any...Read More
Most sales leaders run sales contests; all sales leaders love benchmark data. (Or they should.) If you’re a sales leader, that means you’re in for one awesome blog post. For the last two and a half years, we studied sales performance at 445 companies. Today, we broke some of it down according to sales contest...Read More
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