Category: Sales

There are many compensation philosophies out there in the sales world—which one best fits your team? We’ll provide tips on the various approaches to sales compensation, from incentives to bonuses to rewards and recognition for your top performers.

Finding More Time for Sales Activities

According to The Brevet Group, it takes 10 months or more for a new sales rep to be fully productive. That said, getting fully productive in sales activities is not just a new sales rep’s problem, it’s every sales rep’s problem.

Print

4 Interview Questions to Ask a Prospective Sales Director

Your sales director sets the tone for your entire sales organization. The sales director’s choices drive who you hire, how your brand is represented and, ultimately, whether the lifeblood of new business flows into your organization. Hiring for this position is critical. While a successful track record in sales is an important part of the […]

Print

Are Your Sales Reps Prioritizing Their Time?

In part one of this article, we discussed the importance of prioritizing sales calls to ensure you get to yes. Prioritizing is a recurring theme throughout the sales world, and one critical area involves how sales reps organize their days. Today we will discuss how you can steer them in the right direction.

Print

How to Map Out a Sales Call in Advance

Preparation is often the difference between a failed deal and a closed sale. When communicating with prospects, it’s important that you map things out in advance. That’s why so many sales organizations rely on scripts as the most critical elements of their interactions.

Print