Even the best sales forces can’t keep every good sales person. Loss of sales people to competitors occurs frequently in high-growth industries in which the demand for experienced sales people…
Don’t Waste Sales Bonuses On Easy Targets
Most companies pay sales people a combination of a salary, a commission, and a bonus for hitting a quota, putting a portion of their pay at risk. The belief is…
Why Sales Ops Is So Hard To Get Right
When Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. Patrick Kelly described…
Great Sales People are Born, but Great Sales Forces are Made
In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. Yet the fact…
Help Your Sales People Spend Time On The Right Things
Sales executives typically have two levers to try to increase sales: They can increase the quantity of sales effort by adding sales people, or they can improve the quality of…
How To Spot Hidden Opportunities For Sales Growth
In the hunt for sales growth, profit growth, or share growth from the sales force, every sales leader, whether new or seasoned, or from a growth-stage or a mature-stage company, faces the…
Gartner’s Top 10 Strategic Tech Trends in 2015.
1. Computing Everywhere Gartner predicts that with continued mobile device proliferation and development of wearable tech, there will be an increase in servicing the needs of individuals in their varied…
Tech Trends That Matter to Sales Teams
A few decades ago, pharmaceutical companies promoted their products almost entirely through personal contact by sales people with physicians. In 2014, almost half of all physicians put significant restrictions on…
Sales Incentives: Based on Profit or Revenue?
Most sales forces link some portion of sales people’s pay to sales metrics. For example, they pay a commission on the revenues sales people generate or a bonus for achieving…