Executive summary: Try to remember how many proposals you have submitted that just seemed to go nowhere. They died a slow death. You know they were well received; yet they fell on the shoals of inaction. Here's why proposals get stuck somewhere in the approval cycle and what you can do to break the logjam.
Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say "there must be a way to break this logjam." You feel just as stymied as your sales representatives. You wonder what moves to make and how to do them. Maybe a new (or revisited) approach is in order and an additional ...
Executive summary: How do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease? Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. Solving this issue may take creating a new paradigm for sales representative compensation.
It was a feeding frenzy when business was booming, backlogs were steadily increasing and customers were paying regularly. Just like the stock market, everyone was chirping 'go baby go.' But times have changed; no doubt your business plan has changed too. How we compensate a sales force properly in these market conditions needs to be revisited also.
Executive summary: The turnover rate of sales people is a constant concern for senior management. This article offers ways to stabilize the sales team, improve their performance and retain your top performers.
Understanding why sales people leave is critical. It is not money! In fact, studies validate that money is typically the last reason sales people move. Sales people leave when a whole set of other factors come into play that make the job of achieving their goals difficult to reach. Therefore, to retain the staff of sales performers that make the difference, management must institute fundamentally sound sales management practices.
The starting point
To begin with, sales managers must develop realistic goals and objectives with their team ...