5 high-payoff sales coaching activities
The consulting team at EcSell Institute identified five concrete and specific interactions that managers should consistently carry out that promote greater sales performance by...
Do remote employees need to be recognized differently?
Employee engagement — the level of emotional connectedness to one’s job and employer — has been shown to be related to positive business outcomes (increased profitability, reduced staff...
The upside of workplace engagement
According to Gallup, improving employee engagement strongly impacts the overall well-being of your business. Employee engagement was found to have the following effects:
17% higher...
Combating Disengagement: What can be done about workers’ lack of interest in their jobs?
An executive at a Fortune 1,000 company recently kicked off a summit for several hundred of the company’s content strategists, project managers and digital...
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...
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...
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...
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...
Budgets for sales management training lacking
Firms are more likely to budget for salesperson training expenses. Fully 71 percent of respondents to a 2016 survey by the Sales Management Association...
Onboarding is for sales managers too
“What’s your onboarding program for new sales managers?”
More often than not, this question gets met with blank stares. That’s a pity.
While most companies would...
