Month

June 2015
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...
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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...
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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...
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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...
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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...
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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...
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