Category — Sales Management

There is a large storm brewing in many sales organizations unknowing to both sales managers and their bosses. Simply put sales accountability is lacking. The problem results in less production, missing sales goals and more importantly less business.

The rationale for the issue is that between a busy world, too much intense competition and the power of customer influences, sales managers have little time, patience and focus to attend to it. However, dismissing the issue only brings additional stress. The board of directors, CEO and other senior offices disdain procrastination they need results now!  Read more...

When times are tough and prospects seem to be holding on to every dollar, your job as a sales manager is more important than ever before. Now is the time to roll out a sales contest to generate additional sales and build morale.

Offering a contest to your sales team is a smart business decision on many levels. Contests, by their very nature, infuse a competitive spirit within the sales force and provide an excellent opportunity for management to recognize and reward top achievement. In addition, a contest encourages your sales reps to achieve new levels of personal production, taps into peer pressure and generates a positive synergism within the organization.  Read more...