It’s no secret that reps who regularly miss work have negative impacts on your sales numbers and overall business success. Across the United States, the collective absences of sales staff amounts to a total loss of $6.8 billion. The cost is calculated by factoring in the wages paid to the sick employee, the cost of...Read More
Money, alone, doesn’t engage employees. There’s plenty of data to prove it. The good news is that motivation can come from other places – specifically, sales incentives. But these can get tricky. You want to choose sales incentives that motivate sales reps, but also fit your budget. Sales incentives come in different shapes and sizes....Read More
We all know how difficult summer can be for sales. The weather warms up. Kids get out of school. Prospects and clients go on vacation (and then are too busy for you when they get back). So maintaining sales team momentum from June to August can be difficult. And understandably so – who really wants...Read More
For a lot of sales teams, summertime can be a real drag. Not only does your revenue typically slow because so many prospects are on vacation, but the decreased momentum makes your office a sleepy, slow-moving place to be. But summer can be an opportune time to motivate your sales reps with some extra recognition...Read More
We’ve written about sales incentives plenty of times before, because we know that they are an effective way to motivate your sales team (along with things like recognition and Activity Based Selling). But sometimes it helps to segment those ideas by the people who are receiving them (such as sales incentives for field reps). Today,...Read More
When you think of motivating your sales team, you probably picture working with your bottom performing sales reps. But you might be surprised to learn that working with bottom performers won’t yield the highest return for your sales team. Neither will working with your top performers. According to a study by the Sales Executive Council,...Read More
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