Author: Lizzy Wolff
Forecasting revenue is a massive component of sales performance management (SPM), and plays a sizable role in plan design. Accurate projections help supervisors assess a vendor's needs and tailor strategies for…
Author: Lizzy Wolff
Forecasting revenue is a massive component of sales performance management (SPM), and plays a sizable role in plan design. Accurate projections help supervisors assess a vendor's needs and tailor strategies for…
Author: Lizzy Wolff
Sales incentives are meant to reinforce excellent work ethic in employees. Rewards, both monetary and otherwise, motivate representatives to sell more goods or services and work toward their company's objectives.…
Author: Lizzy Wolff
Sales incentives are among the most useful tools when it comes to increasing productivity. Agents are more likely to actively sell goods or services when they can earn rewards for meeting their quotas, rather than…
Author: Lizzy Wolff
The growing mobile workforce is a new challenge for sales performance management (SPM) professionals. Instead of staff staying in-house, workers are being sent around the globe to meet with current clients and…
Author: Lizzy Wolff
Sales is a very fast-paced aspect of business. Representatives must quickly complete multiple meetings and client calls every day in order to sell goods or merchandise to meet their quotas. Unfortunately, some…
Author: Michael Stus
Businesses across multiple industries are looking for a distinct advantage over their competitors, especially when it comes to sales. Many companies integrate sales performance management (SPM) and incentive…
Author: Lizzy Wolff
In the world of sales, change is inevitable. Consumers are fickle and vendors must be prepared to tailor their strategies to meet new demands. An inability to adapt can likely lead to losses as clients flock to…
Author: Lizzy Wolff
For many businesses, 2012 may have not marked a full return to pre-recession operations, but it was a significant step in the right direction. Now, several signs (ranging from improving unemployment rates to…
Author: Lizzy Wolff
One of the leading challenges of managing a successful sales department is compensation planning. Businesses can't just pull numbers out of a hat and expect their salespeople to sell the products and services and…
Author: Lizzy Wolff
Self-motivation is an important attribute for any salesperson. When the going gets tough, they need to be able to challenge themselves to see sales through. Of course, external motivators can also help agents press…
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