We just finished up our sponsorship of the Sales 2.0 conference in San Francisco, which was a great event. There were a couple hundred people in attendance, and I heard very positive feedback from the attendees. Having been at a few of these events, I thought this one had particularly good content and speakers. Most...Read More
For a sales manager, finding ways to motivate a sales team is a constant challenge. Because salespeople operate under considerable pressure, the occasional slump is inevitable. Slow periods in the business cycle, lack of consumer interest and personal stress can sap a salesperson’s enthusiasm. When performance is down, a sales contest can reignite the spirit...Read More
To drive sales performance, sales managers must carefully craft a team of sales people who can rise to meet the goals for the business. Sales incentive programs play a pivotal role in the achievement of these goals. The challenge is how to choreograph sales incentive programs that will produce the right types of behavior. Sales...Read More
Sales managers get pulled in many different directions, and it’s critical that you’re focused on the right things to motivate sales. This infographic summarizes some insights on maximizing performance within your own sales organization. This sales management infographic covers: The anatomy of your sales team When salespeople give up on cold calling Where sales managers...Read More
Habit is defined as “an acquired behavior pattern regularly followed until it has become almost involuntary.” I once read that it can take 30 days of concerted effort to make something a habit. That’s a pretty powerful idea, actually, that you could push yourself for 30 days to make something a habit. Here is a...Read More
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...Read More
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