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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

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

Does Creativity Belong in Sales?

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I love to draw.

Two Basic Quota Setting Methods

So most of us can probably agree that adding 10% to last year’s quota (despite impassioned pleas from some that “It’s sales 101!!”) isn’t always the most effective quota setting method, especially from a rep’s perspective. But setting quotas based on Historic information is the most common method.

 Let’s look at two basic quota setting methodologies:

 

Setting Quotas: The Art & Science

About a year ago, we met with a company whose sales organization struggled to meet quota, year after year. The president of the company, who had grown up in sales, could not understand why her salespeople struggled, or why they complained that quotas were too high.

Her quota setting process was simple: “You add 10% to last year’s quota. It’s Sales 101,” she said multiple times.

While adding to last year’s quota may seem sensible, and may be the only quota setting process she’d ever heard of, it’s really not a great idea.

Three Quota Setting Mistakes to Avoid for 2014

Picture2Every year we do a survey of the top sales compensation challenges companies face. And every year – consistently – quota setting is the number one problem.

C-Levels in Sales Comp Asking Good Questions 2

We’re wrapping up our series on C-level participation in the sales comp process. The role of the C-level varies among companies for many reasons, but high performing sales teams using have at least one C-level executive asking good questions.

 We suggested some questions dimensions last week, but your organization’s specific situation will determine the best questions.

 Representation Questions

C-Levels in Sales Comp: Asking Good Questions

Most C-level executives know good questions are more powerful than statements. Effective C-level executives ask the right questions about sales compensation, as well as sales effectiveness more broadly.

C-Level in Sales Comp: Getting Involved and Supporting the Program

In order for sales compensation to work, the C-level goals of the company have to be incorporated. But at what point should the C-level get involved to communicate those goals?

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