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Does your office have some fun activities to offer to your sales team? A Ping pong table, maybe? A big TV to watch the favorite sports games? Office-wide outings? Well, if it does not, it might be the first sign of an environment that does not attract and retain the best sales experts. How do ...

Sales compensation is strategic, any new plans must be in alignment with any business goals that can be impacted by the sales organization. Your sales management team must understand your company’s overall goals and structure compensation to align with them. In short, sales compensation should be not just a tactical focus for your organization, but ...

No doubt you’ve heard that trust is required in today’s business relationships. Few people, however, can actually define what trust is. Mistakenly, many salespeople with strong values automatically assume that because they are good people they are trustworthy. It frustrates and surprises them when they come to realize that their prospects don’t really trust them. ...

Today’s changing roles for both the sales rep and sales management are made possible by accurate and useable sales analytics. How have these roles changed? For example, traditionally sales forecasts have been created by sales management, based on data entered and provided by salespeople. Believe it or not, salespeople have greater control over their own ...

Automated marketing strategies, syndicated content feeds, and real-time customer feedback are just three examples of how the digital age is touching and transforming the way we sell today. Evolving technologies in the last two decades have made it possible to see what, when, and how sales content is working. What’s even better is that in ...

According to Fast Company, in 2015 15.5 million people were self-employed, and that number should jump to 60 million by 2020. Part of the reason for this trend is that there’s demand for the value freelancers provide. The allure behind independence is the ability to choose what you do, when you want to do it. ...

Too much attention in sales is placed on making the sale. And it is reinforced by reward and compensation programs that hail the salesperson of the year as a hero if they post the most annual sales. Salespeople behave the way the compensation plan dictates: if sales revenue is comp’d, that’s what they focus on. ...

Shrinking attention spans are not to be taken lightly when you are a sales professional. There will be no deal to close if you can’t first captivate an audience long enough to highlight the fantastic features of the product or service you are offering. Keep the following in mind when you want to dazzle: Unique ...