Articles | SalesAndMarketing.com
LinkedIn  Twitter  YouTube  Facebook

Articles

July 31, 2010 12:12 AM
According to Nielsen’s latest European Growth Report, the third quarter of 2009 has shown nominal growth.
July 31, 2010 12:15 AM
Hawaii Gov. Linda Lingle, Lt. Gov. James R. "Duke" Aiona, Jr., Hawaii's four county mayors and 90 other industry stakeholders explain to President Barack Obama the importance of conventions, meetings and incentive rewards.
July 31, 2010 12:15 AM
Set of new drug and device marketing regulations that will impact organizations hosting, exhibiting at or attending healthcare meetings in the Bay State.
July 31, 2010 12:12 AM
Time-honored practices can only help savvy PR pros execute Web 2.0 publicity campaigns more successfully.
July 31, 2010 12:10 AM
Forrester forecasts 8 percent boost in online sales this season
July 31, 2010 12:14 AM
Survey: 35 percent of consumers expressed intent to purchase products following demonstration.
July 31, 2010 12:11 AM
A team of Incentive Federation members, led by executive director George Delta, descended on Washington, DC, on Tuesday Oct. 20, to help convince members of congress that wellness incentives must be part of health care reform.
July 31, 2010 12:15 AM
Incentive presents the 15th Annual Sales Excellence Awards to top five independent sales representatives at the Incentive Manufacturers & Representative Alliance (IMRA) Marketing Conference.
July 31, 2010 12:10 AM
Companies invest in creating incentive structures to motivate their sales force. When incentives are not driving incremental sales, however, they can lead to wasted money and lower sales force engagement. This can be especially damaging for companies today when margins are slimming and there is a need to spend every incentive dollar efficiently.
July 31, 2010 12:10 AM
One of the most important aspects of developing a sales incentive plan is how it is communicated to the field. Salespeople haven't sat through the design sessions dissecting the data, pouring over interviews and designing the "perfect plan." Without a thoughtful communication plan that involves sales managers, your shiny new incentive plan may not be as effective as you'd hoped.
July 31, 2010 12:10 AM
Keeping the sales force upbeat and engaged during trying economic times must be a priority for companies across industries. The risk of corporate inaction is high—and while achieving this feat while keeping costs down may seem infeasible, it isn't.
July 31, 2010 12:10 AM
Many companies have inserted "balanced selling" mechanisms into their sales incentive plan, with the intent of encouraging their sales forces to sell multiple products—and penalizing them if they don't. Yet these same companies eventually scrap the balanced selling incentive because it doesn't work, is overly complicated, or in some cases, actually reduces sales.
July 31, 2010 12:10 AM
Organizations set aggressive company-level financial targets, which in turn, are allocated to the sales force. The result is challenging national and individual sales goals that less than two-thirds of salespeople can meet. While every company may strive for a sales force that is so strong that most salespeople can achieve a stretch goal, rarely does actual performance meet that expectation.
July 31, 2010 12:10 AM
Sales incentive compensation plans need to be simple enough so salespeople understand exactly how their performance correlates with pay. Overly complex plans that make it difficult for administrators to calculate payouts—and for salespeople to understand their payout structure—will result in wasted money and frustrated, less productive salespeople.
July 31, 2010 12:10 AM
Recent articles have discussed the merits of paying high school students for good marks. Do these incentives work? What are the unintended consequences…and what are the parallels to salespeople?
July 31, 2010 12:10 AM
Incentive programs are designed to motivate salespeople to excel. At a time when many companies are strapped for cash, executives may be pressured into cutting these programs by those who assume the sales force should "suffer with the rest of us," When sales are harder to come by, however, even the best sales representatives need an extra boost to maintain a high level of performance.
July 31, 2010 12:10 AM
While setting fair and effective quotas is easier said than done, it's crucial companies take the time to do it right. Unfair or inaccurate sales quotas can lead to a loss of motivation that saps morale and hurts revenue. Fortunately, there are proven strategies to rely upon.
July 31, 2010 12:15 AM
Incentive defends the motivation industry from recent proposed legislation seeking to severely restrict employee incentive and loyalty programs by launching this week saveemployeemotivation.org and revising its existing Motivation Masters award program.
July 31, 2010 12:14 AM
All too often the incentive program comes across like a bribe or a trick to get the sales team to sell more. But it doesn't work because management doesn't explain all the true benefits for the salesperson in a compelling way.
July 31, 2010 12:14 AM
Deloitte research shows consumers thinking about increasing holiday budgets
July 31, 2010 12:20 AM
InDorse Technologies has announced the release of Call-Home, a network-based file assurance security solution.
July 31, 2010 12:13 AM
If you examine the customer list of most small and mid-size manufacturers, it's common to see only 10 percent of their customers accounting for most of their sales volume. Needless to say, the profitability of these customers becomes a very serious issue.
July 31, 2010 12:12 AM
Premix, Inc. named Jeff Cash corporate director of sales and marketing.
July 31, 2010 12:18 AM
infoGROUP has announced the expansion of its MarketZone online suite of products, now offering information on over 1.5 million Canadian businesses.
July 31, 2010 12:18 AM
Infor has launched CRM i Edition, a new offering providing enhanced CRM capabilities to customers with Infor ERP solutions on IBM System i platforms.