This report will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is…
End-of-Quarter Sales Rush Costs Companies Money
Ask any organisation what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. You’ll probably get an…
Aggregate Tasks & Build Momentum
If you want to get more done, aggregate your work, and focus on one task so that you can build momentum. Like Work If you need to make cold calls,…
Don’t Let Your Inner Fears Limit Your Career
Steps to manage YOUR fear: Acknowledge it Interrogate the fear to better understand it Choose a different course of action Act on that choice to align it with your values.…
You Don’t Sell Over Email
A prospective client sends you an email requesting information. You have the information they need, and you want to send it to them as quickly as possible. You might want…
The Advantage Of A Hunter Culture
I recently attended a conference where a consulting firm shared some of their research about some attending sales organisations. The information that they revealed made some people gasp (literally) in…
The 3 Key Traits Of Great Closers In Sales
We recommend all companies profile their entire existing sales teams, leveraging the profiles to learn about their current team’s potential, training needs, and to identify key traits for new hires.…
Love Your Losses & No Decisions
Capturing competitive intelligence is difficult. Some companies capture loss information using a drop-down menu embedded within the opportunity record. Others purchase enablement software in the hope that an algorithm will…
How Comfort Rabelo Of Roche Diabetes Care Leads With Purpose
Vital stats Comfort Rabali Designation: Head of Sales: Diabetes Care Management Centre, South Africa Sub-Sahara Company: Roche Diabetes Care Career summary: After studying a BSc at Wits University, Rabali became…
How Marketing Can Increase Customer Lifetime Value
As Chief Marketing Officer (CMO), you have great influence over the brand and ultimately Customer Lifetime Value (CLV). Activate the brand to increase the lifetime value of your customers. Brand:…