Loyal clients are the backbone of every company's continued success. It's more cost-effective for sales representatives to work with returning customers rather than generate leads and initiate new transactions. As a result, managers must develop …
Sales agents face an uphill battle when it comes to moving products and services in a down market. As the economy continues to slowly inch toward pre-recession levels, consumers have become increasingly frugal. Managers have had to develop new strategies…
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 business owner confidence) suggest the current…
For ages, companies have perceived countries as a collection of different markets or regions. These territories start large from the outset, and a young company just getting its feet wet might have two sales representatives that split the United States…
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 hit quotas. Compensation is an important…
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 on, and there are a number of ways…
Compensation calculation, streamlining workflow, generating performance reports, monitoring sales activity, managing various territories, establishing and aligning sales teams with company goals - these are all crucial tasks to operating a successful…
In the sales industry, commissions and compensation models are some of the leading drivers that encourage agents and representatives to not only hit their quotas, but go above and beyond them. The more lucrative commissions are, the harder they will work…
Much as the smartphone industry is, Boston-based mobile app developer Apperian is growing rapidly due to an influx of new clients and customers. While the company already had a basic compensation system in place, its rapid expansion has made it…
While the web and other technological advancements are opening new ways for salespeople to convert leads into customers, telemarketing remains a core approach for many businesses. That said, there is no reason that sales managers can't utilize new…