Insights
October 22, 2012
How much cash should a top sales person potentially earn in a given year? More than her manager? More than the head of sales? More than […]
October 17, 2012
Let’s just pick up where we left off last week: the case for upside potential. You want to reward those top performers, not just pay them. You want […]
July 23, 2012
For literally millions of reasons ($), sales compensation deserves attention from the C-level. How the plan is structured, who gets paid for selling which products or […]
March 12, 2012
Do CEOs become involved in the design of incentive compensation programs, or just pop their head into a meeting and ask, “Will this cost me more […]
February 29, 2012
It seems like a simple concept – the role of a sales rep – especially when we apply straightforward labels like “hunter” or “farmer;” or our […]
February 26, 2012
Information technology and business are becoming inextricably interwoven. I don’t think anybody can talk meaningfully about one without the talking about the other. — Bill Gates […]
February 21, 2012
Let’s acknowledge that different sales roles have different definitions of productivity. For example; the transactional sales rep selling local advertising with a quota of two sales […]
February 7, 2012
We all want to please our customers. But how many of us regularly ask them exactly what they want, versus assuming we know how to please them and […]
January 30, 2012
Sales productivity doesn’t exist in isolation. A sales organization can’t move forward (and in fact can spend lots of time moving in circles) unless its sales […]
January 25, 2012
For the first time in US history, four generations are working side by side, representing a 50-year age and experience span. On the upside, companies benefit […]
January 16, 2012
Sales is no longer just about the product. It’s about the entire customer experience. Consider how companies like Starbucks and Apple have differentiated their brands: it’s […]
January 11, 2012
Sales training and development can make or break an organization. Whether auditing your existing program or designing something from scratch, it doesn’t have to be hard. […]