Many executives pay draws to bridge sales earnings when sales people first join the company. This strategy is intended to help them attract top talent by keeping the sales person’s…
Common Performance Appraisal Traps
A couple of years ago I read about a company that struggled through all of the classic problems companies encounter when they attempt to improve their performance appraisal systems. Related: 3 Steps…
Proactive Recruiting
The sales talent market is very competitive. Start-ups are snatching up sales talent aggressively. Corporations are investing more in talent development. The amount of good sales people looking for jobs…
Does Your Quarterly Business Review Provide Value for Your Clients?
It's commonplace in many industries to conduct business reviews with clients on a quarterly basis – thus, the acronym for Quarterly Business Review: QBR. Here's how these are commonly done.…
What Advertising Can Teach Leaders
In the advertising business, effective frequency is the number of times a person, on average, must be exposed to an advertising message before it is well understood by the viewer.…
It Doesn’t Matter If Competitors Know Your Strategy
It’s tough for people to implement what they don’t understand. Communicating priorities to the frontline, especially sales people, is highly correlated with business performance. Conversely, this ‘middle ground’ is where…
Banishing Toxic Meetings
Are your weekly sales meetings building your team, your credibility, and your company’s sales or destroying morale and motivation, and undermining your authority? Unfortunately, most sales meetings do far more…
Put the and Back in ‘Sales and Marketing’
Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales…
Feed Your Hunters the New Leads
There are all kinds of ways to distribute leads that come into the sales organisation. One of the most popular is to distribute leads using a round robin system, giving…
Your Client has a Vested Interest in that Referral They Just Gave You
I hope you are generating referrals from your clients. If you’re not you should be, as referrals are one of the most effective ways of growing your business. But know that…