Sales Incentives plans or schemes can have the opposite effect to what you originally planned. Compensating salespeople can be one of the most significant challenges sales managers face when determining an effective selling strategy. It can determine sales rep’s responses to
New product launches can be very exciting times for a company. They quickly become shiny new toys and, as such, become the focus of sales, marketing, and other stakeholders. Resources are devoted to its launch, and they are seen as
It is important sales management accepts that participating in change is not an option as it affects their industry and company. Smart sales management swims against traditional thinking and modernises. In the face of overwhelming change and diversity in the
How marketing can serve the needs of customers to drive sales results by using a customer-centric approach It may seem obvious that marketing’s primary focus is satisfying the needs and wants of customers, although it is surprising how many companies
Is your sales team flying blind or on course for another successful year? Do you apply Sales Strategy Excellence? Some companies excel, whilst others scrutinise lines of red on revenue reports. With over three decades of facilitating sales transformations, Sales Focus
Although it is common practice in many businesses to employ strategy and planning, in its absence, it can lead to the failure of product launches and sometimes the demise of the company itself. Often sufficient planning is skipped for the
Sales team success occurs from more than just relationships and a good brand name. That supports only 5% of the sales population, and for the rest, they require much more from their company. Sales are not unlike any other area
Marketing Automation is the new language of marketing The marketing landscape has dramatically changed over the past decade. Just like modern selling, marketing is moving away from buying or begging for new customers and has shifted into a new paradigm
You have just been hired as a new national sales manager, and you are getting to know the issues to be addressed in the business. Your CEO is waiting for the new sales initiatives that will deliver revenue growth. Modern
Legacy thinking, in relation to sales forces, sees companies hold misconceptions about hiring salespeople for their company. Hiring successful sales personnel is a challenging process for many companies. As HR departments become ever-increasingly involved in the shortlisting and interview processes,
