The value of fresh starts
How important are end-of-month/quarter/year dates for sales revenues? On one level, they’re everything. Deadlines drive activity. On another level, they’re just numbers, dates and...
Signals that sales managers send with rewards
Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. However, one often overlooked aspect of...
Onboarding has long-term impacts
I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job. Their experiences...
Behavioral science can accelerate lead generation
Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up,...
Marketing hacks to make you a sales management guru
Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales...
G.I. Joe and your sales incentive
At the end of each episode in the 1980s cartoon series featuring G.I. Joe, our hero would explain the moral to the story and...
Elevating the customer experience
In a 2018 survey, Bain & Company discovered that 80 percent of companies believe their customer experience is not only better than average, it’s...
Team incentives: 7 do’s and 2 don’ts
Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong...
Design and implement your best sales incentive ever
Maybe we’ve met. Was it was at a trade show or a conference? You said you’ve built a lot of sales incentive programs as...
Maximizing your incentive spend
This month, Lift takes a Q&A approach to reflect some recent, real-world conversations about incentive budgets.
The foremost budget issue is this: incentives are self-funding....
