Written by the experts, our blogs will be your source for the latest sales tips and insights. Whether you dive in to a particular topic, or read them all, you are sure to find the help you need to continue growing your sales organization.
Even in the best economic times, companies tend to make purchasing decisions based on the lowest cost. And why not? With all things being equal, who wants to spend more? But things are seldom truly equal; numerous variables and differentiators can — and should — enter into the sales strategy, including features, benefits, quality and service after the sale, among others. Read more at Forbes.com Related posts: No related posts.
Studies show that many sales compensation plans fail to motivate salespeople and end up overpaying poor performers. Studies also show that most employees see no meaningful connection between their performance and their pay. With these unfortunate sales compensation realities, here are five keys for creating and managing a more successful sales comp plan: Make the plan a “win-win” for the company and the salesperson Use better sales comp to incent desired salesperson behavior Make your sales compensation plans easy to understand and administer Strike an appropriate balance between salary and variable sales compensation Structure sales comp plans to reward top …
The business of sales is as nuanced as sales industries, salespeople and buyers themselves, with some industries requiring in-person selling with plenty of touchpoints and follow-ups. These traditional businesses want to know the salespeople as individuals, build rapport and get their own personal sense for the salesperson’s credibility. In other companies, such as more modern, tech-focused firms, a few virtual meetings with compelling follow-up resources may be appropriate. Read more at crunchbase.com. Related posts: No related posts.
Sales Recruiting vs. Sales Hiring: Growing Your Sales Team in 2022 A pandemic, a lockdown, a recession, and more than a few supply chain issues are just some of the hurdles that companies will need to overcome to restore their sales growth in the year ahead. Sounds like an insurmountable task, to say the least, but one that can often be accomplished by rethinking and reengineering the sales infrastructure — the foundation for building a scalable and repeatable sales model. Prior to the current environment, companies were too busy running their businesses to really delve deep into their operations. They weren’t necessarily looking at the needed …
No matter the size of the company, no matter the nature of the industry, and no matter the products or services being sold, sales professionals are typically paid differently – via sales compensation plans – from other employees. And rightly so! After all, without sales reps on the front lines bringing in customers and revenue, there would be no money to dole out to the staff, cover other company expenses, or fuel corporate growth. But what if sales team members aren’t satisfied or motivated by the sales comp plan? What are the risks? And more importantly, what are the benefits …
Have you ever felt paralyzed when a door closes, perhaps a personal or professional door such as when a job or long-term career ends? It can be difficult to keep things in perspective and move on to greater opportunities, but perhaps the words of Helen Keller are a good starting place to find the proper focus: “When one door of happiness closes, another opens; but often we look so long at the closed door that we do not see the one which has been opened for us.” Keller, a renowned disability rights advocate and author, included this version of the …
