In this scene from Old School cheating is funny: But when it comes to sales contests, cheating is no joke. When offering a prize on top of a contest, there’s a lot of pressure to ensure accurate results – to make sure the right person gets the incentive. And even when offering nothing more than a...Read More
How many times has a salesperson approached you and tried to sell you something? On a daily basis, we are inundated with advertisements, emails, newsletters, direct mail and phone calls from people trying to sell us on their products and services – but how often do you actually end up buying something? Probably not that often....Read More
What do President’s Club and short track speed skating have in common? Nothing. From the moment a short track speed skating race starts the competitors are focused and intense, leveraging strength, speed and a great deal of strategy to win. From the moment President’s Club is announced the competitors…look forward to perhaps earning a spot on...Read More
Ah, the sales leaderboard. It’s been around forever (or so it feels), and thanks to digital advancements, it’s only getting better. Whether you implement one in the digital form, or go classic and fill up a white board, you should definitely have a publicly displayed leaderboard in your office. And you should love it for...Read More
If you’re a sales leader, your days revolve around numbers. Take the lead numbers, the demo numbers, the meeting numbers, the deal numbers or the hundreds of other numbers that you could break down each day, week, month, quarter or year, for example. But which should you focus on right now? And what should they...Read More
One of the biggest challenges companies face when introducing a customer relationship management (CRM) software like salesforce.com is getting their teams to actually use it. End users often view the new system as another thing to do. As a result of their lack of adoption, quantifying the technology’s ROI can be challenging for leadership. What if companies...Read More
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