A sales compensation plan is an important factor in your company’s ability to attract, recruit, and retain a sales team that produces results. While a sales compensation plan is a vital component, it can be challenging to structure it just right. Are you among the 78% of small-to-mid sized businesses that feels their sales compensation plans [...]
“Don’t put the cart before the horse.” This age-old analogy often becomes a reality when a company’s sales have slowed, and new leads are not being generated. A quick, and instinctive reaction for business owners is to provide the sales team with additional training as the solution to the problem. Unfortunately, this way of thinking [...]
In this seventh month of social distancing, client communications seem ever more remote – less accessible and a bit aloof as well as physically distant. How in the world can your sales force stay on top of their game and meet their goals? Now is the time to reassess their online skills and teach them [...]
As we start our sixth month of quarantine across America, it is time to come to grips with the fact that some version of “virtual selling” is here to stay. What this means for leadership is that just adapting in-person techniques to digital/virtual sales will no longer get the job done. Instead, teach your team [...]
