As a great believer in performance- based compensation structures that focus on the roles, responsibilities and individual goals of each team member, as well as the overall goals of the team, I’m also a firm supporter…
More Hands on Deck
Are you thinking of hiring an additional sales manager? Make sure you do it for the right reasons. The company’s executive team must have a specific goal in mind –…
Is it Time to Realign the Sales Team?
In the aftermath of the global recession, acquiring customers is no walk in the park. As a result, much focus has moved from acquisition to retention as companies battle to…
Creating Inventive Sales Incentives
When I was appointed national sales manager of business credit information company Dun & Bradstreet South Africa, the company won the Hemispheric Sales Competition (a worldwide sales competition) for three…