Why Consultative Selling Does Not Work for Prospecting

If your prospecting efforts are running into massive roadblocks, if you or your team are struggling to have consultative conversations with prospects, but those conversations are going nowhere fast, it is important to understand why consultative selling doesn't work for prospecting.

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Five key characteristics set great sales managers apart from their lower-performing peers. These are the characteristics that companies should hire and train for in order to drive consistent, strong sales growth in their organizations.

The Best Event Sales Trick No One Is Talking About

the question is not whether to use events as part of your sales strategy, but rather how to do it most efficiently. The non-technical aspect of one effective strategy may surprise you.

Some Additional Thoughts....

In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment

The race to bigness

In their new book “Blitzscaling,” Angel investor Chris Yeh and LinkedIn co-founder Reid Hoffman say the first-mover advantage is a myth. It’s all about being first to scale.

Top Performers - Jan-Feb 2019

Many managers continue to believe that good employees leave for higher-paying jobs despite numerous studies that have shown workers leave for more complicated reasons – often ones that are more psychological in nature, say Gary Chapman and Paul White in their book “The 5 Languages of Appreciation in the Workplace.”

Gift Cards - Jan-Feb 2019

The brands people love

College costs? There’s a gift card for that!

Talk about bumping up the perceived value of gift card! GiftofCollege.com is a college savings gift registry that enables employers to contribute funds into a 529 college savings plan or help pay off student loans. The card is ideal for companies that recognize on a regular basis and will make numerous contributions.

Who’s using gift cards and how?

Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. Users of gift cards in business settings say they are right on all counts. That’s the takeaway from a recent survey of incentive gift card users by Sales & Marketing Management magazine.

Here’s what you need to know about incentive gift card use

Gift card use by businesses continues to experience tremendous growth. The Incentive Research Foundation (IRF) reports that gift cards are the most prevalent award type across all incentive and recognition audiences — employees, sales, consumers and channel partners.

When sales incentive programs create disincentives

Sales force compensation is the most widely used mechanism to control sales behavior. It is an effective tool for guiding the sales force when the targets are accurately matched to the company goals. However, whether variable incentives increase sales performance heavily depends on their complexity. Salespeople should not need a spreadsheet to calculate their earnings.

3 ways to keep your compensation plan simple

Mike Martin, a principal at management consulting firm ZS Associates, says every sales compensation design kickoff meeting he remembers participating in recently made “keep it simple” a top objective, yet nearly every plan ended up being more complex than any of the team members had originally hoped.

Five pain points of a broken sales compensation plan

Sales compensation management is the most underutilized tool for driving positive sales behaviors, states a report from Optymyze, provider of a sales performance management platform and software. In its report, “The ROI of Sales Compensation Management,” Optymyze lists five points of pain that can be improved by a more effective sales compensation process:

The Pay Puzzle

Salary has never been a subject that people feel comfortable talking about. “What’s your salary range?” is a question that job applicants cringe at even more than, “Where do you see yourself in five years?”

Leaving a legacy

Why are organizations more interested than ever in leaving a legacy in the wake of their events? There are many reasons, including an authentic interest in supporting the community where they do business or meet, positive brand building through community service, and understanding that humans like to be involved in activities they feel good about.