Choosing the right sales incentives to motivate a team can be challenging. On the one hand, they need to be exciting enough to motivate a sales force to change their behavior, or at least point it in a certain direction. On the other hand, they also need to fit within an organization’s budget and not...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 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
I came across an interesting blog post the other day about the evolution of sales CRM called, “SFA 15 Years Later: Now Every Rep’s Best Friend”. I don’t know that we are yet in the “best friend” stage with most salespeople and sales managers, but the industry sure has evolved rapidly. When I walked around...Read More
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...Read More
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