Have you ever considered the cost of hiring? According to LinkedIn, the hiring time has nearly doubled since 2010. The notable changes we see are more scrutiny is required of candidates, more expert interviewing techniques required, and often candidates staying put once
Does your Sales Commission Plan Motivate and Reward, or Dishearten Your Team? Sales Commission Plans have long been a point of contention both within and outside the sales force for companies. Initially designed to reward performance, the reality for many
Should You Back Your Sales Manager For Another Year? You are five months into the current financial year or depending on your reporting cycle, you could be in Q3 or Q4. The results are in, and the trend is not
“The moment you make a mistake in pricing, you’re eating into your reputation or your profits.” – Katharine Paine Simple pricing increases are often an easy approach to increasing sales revenue when companies need to improve profitability or top-line performance.
Business Growth is the reason company owners and executives exist; its the focus of their efforts. For a business to survive, growth is an imperative, not an option. Less than one in ten companies succeed in achieving sustained growth. Even
It’s widespread frustration and for a good reason when your sales machine stalls. All too frequently, the contributors—sales talent, front-line management, marketing—produce inconsistent and unpredictable results, leading to unsatisfactory sales performance and higher risk. CEOs take steps to gain control
Can CEOs really future proof sales to deliver results in competitive markets? CEOs of companies that did not achieve sales goals are working out quickly that old practices and old sales thinking just doesn’t work now. It’s not just a
There are many stories of promoting a top seller to sales manager only to find them floundering and unable to deliver the overall sales number. With loyalty to the incumbent companies will invest anywhere from two to five years carrying
So, you need to hire a new sales manager? You are looking for the person with the magic skill who will deliver consistently over sales quota results, month on month, quarter on quarter — a person who will be a
What does marketing actually deliver to sales and how can you improve marketing performance and contributions. Many companies leave their marketing strategy as an afterthought or dismiss it altogether. It is understandable why companies operate this way as often sales
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