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Grade Your Sales Compensation Plan

Designing a great sales compensation program that connects the strategy of your business to the front line sales people can be complex and time consuming, but the return can be significant.

“The comp plan is the caboose, not the engine,” says Doug Holland, director of human resources and compensation for Manpower Group North America, a global workforce solutions company. “Compensation should never be driving the strategy. The strategy drives the compensation.”

Is Breaking Rules Good for Sales?

Sales organizations are built on rules: both internal rules and adherence to their customers’ rules. Obeying these rules is good – and has made many companies successful over the years. But when is it right to bend, or break, the rules?

Re-defining Your Sales Challenge

Picture2Last week we discussed how questions can help to define your customer’s problem. For example, if your customer thinks he has a problem with growth in a particular product category, the right questions – around financial, market, product, and resources goals and limitations – can help you dig deeper and uncover whether another problem lies hidden underneath.

What’s Your Problem?

Picture1  Across hundreds of sales organizations, we’ve consistently found that the most effective sales teams aren’t the ones telling the customer what they can do. The best sales teams ask the customer relevant questions, and then determine what the customer should do.

The Art of Sales Innovation


Limitations on Creativity: What Are Yours?


More Common Myths About Creativity in Sales

Last week mentioned a few common myths about creativity, and the week before that we asked if creativity even belongs in sales. We’ve had many responses on LinkedIn, and most agree: creativity absolutely belongs in sales. But there’s another myth about creativity that can wreak havoc on an organization’s attempts to bring innovation into sales:

Common Myths About Creativity in Sales

Picture3Misperceptions about creativity and innovation are common, and may lead the sales organization in the wrong direction or prevent you from incorporating creativity into your sales practices altogether. You’re not prancing around with finger paints to find your inner Picasso.

Why, Yes … Creativity Does Belong in Sales


This post is in response to last week’s question: Does Creativity Below in Sales?

Does Creativity Belong in Sales?









I love to draw.

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