Different Lenses, a regular feature we are launching this month, is a series of blog posts that presents two different perspectives on how to tackle various sales challenges. By looking at a different problem each month, first through the lens … Continue reading
Ask any sales executive about recruiting top-producing salespeople and you’ll often hear the same lament; the real challenge is just finding qualified candidates to interview. There are plenty of B-players out there, but finding A-players – the true sales professionals who … Continue reading
The video tells the story. The fun of working in Corporate America, when you don’t have a cracker jack sales operations team helping enable the sales organization!
By Véronique Anxolabehere, Guest Blogger When it comes to sales training, there’s an age old quote from Albert Einstein that often comes to mind, “The only thing that interferes with my learning is my education.” While the interpretation of what … Continue reading
Leading a sales or service organization has many challenges, and when a team or department is global, that adds some additional complexity. I am currently part of a global organization and have to “think globally”, with every meeting, every project … Continue reading
If you are in a leadership role, at one time or another you have had to address an employee morale problem. It may have been one that you inherited, or one that you directly or indirectly caused. Regardless of the … Continue reading
I just finished reviewing the results of the “2010 Miller Heiman Sales Best Practices Study”. (Miller Heiman, based in Reno, Nevada, is one of the most well-known names in sales training.) More than 1,500 sales professionals provided input, which were … Continue reading
Have you been burned by inaccurate quota calculations? Have you felt the heat after approving an incentive adjustment? Are your sales reps fired up (in a good way) when sales comp payouts go out on time with 100% accuracy? Designing … Continue reading
Today’s Sales Operations Blog post comes from guest contributor, Kelsey Allen, who enjoys writing about Sales and the best online MBA Programs. Her post focuses on “5 Tips for Really Motivating Your Sales Staff”. Thanks Kelsey! Even the best organized, … Continue reading
There is no doubt that having the right sales compensation plan in place is critical to the success of any sales organization, but what about the administration of the plan? I have observed a number of very large organizations, even … Continue reading