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Motivate Sales
Every day I talk with a handful of senior sales executives who are responsible for their firm’s use of Salesforce.com. As I assess those conversations, as well as our own company’s use of Salesforce.com — we have about 120 people on our staff using Salesforce every day — I’ve come to identify four key stages...
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Sales professionals do not concern themselves with corporate budgets or annual revenue projections. Those kinds of numbers are “big picture” numbers that the sales manager should be concerned with. A sales professional concerns himself with producing revenue against his own quota to generate as much income for himself as possible. One of the most difficult...
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A recent article in the Wall Street Journal, Drug Reps Soften their Sales Pitches, reported a big shift in the pharmaceutical industry’s sales approach. Reps are now required to use new selling skills that serve doctors as helpful advisors versus being the stereotypical “pushy” salesperson. The article regularly references the old way of selling — just...
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One of the common places a sales manager gets stuck is coming up with the right incentive to motivate their sales team. If you’re contemplating running  sales competitions, your head is likely spinning with stuff like: What prize or incentive would really fire up my team? What incentive will compel the team to change their...
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I’ve been talking with marketers and sales managers for years about the concept of gamification, sales contests, and competitions and a common question is, “Will this drive a short lived spike in activity, or will it have a lasting impact on our business?” When it comes to the world of sales, many incentive competitions are...
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Internal sales contests are a a common strategy to motivate a sales team, and get your employees rallied around a specific activity to drive results. However, all too often they go awry either because it wasn’t setup correctly, or the sales manager didn’t put in the necessary time to make it work. Following is a...
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