Image via Wikipedia What is sales success? That is probably a pretty easy question for you. Did we get the deal or not? Right, but often our sales process breaks down because we don’t know how to get there. Sales happen even in the worse sales organizations and with bad sales processes. However, the difference [...]
Carefully Consider the Behavior Your Sales Incentives Reward
Image via Wikipedia Sales compensation and commissions are somehow embedded in the DNA of good sales people. They can optimize the pay-out math on their sales pipeline faster than calculating new debt or mortgage payments. It is a simple fact of sales management. So, when you consider your sales incentive plan make sure it will [...]
Are You Cutting Back or Blasting Off? Sales Motivation is the Key
Image by Mr. Wright via Flickr The natural reaction when sales slow or you hit a closing slump is to cut back on the important things: less training, less motivation, less sales people. This approach is guaranteed to set you on shaky ground to blast your way out. Sales motivation should be a key element [...]
