Category: inc-magazine

Effective sales performance management can bolster employee retention

Successful sales performance management ensures that representatives are fully engaged with their work. While it is impossible to keep employees completely happy, supervisors must ensure that staff members are satisfied in their current roles. Agents who…

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Sales tactics your new hires should avoid

What you teach your new employees not to do during sales on-boarding is even more important than what you teach them to do. Recently hired agents must be taught what tactics are ineffective and would actually discourage sales. Effective sales performance…

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Accurately forecasting sales

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 future sales. The figures are mostly…

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Managing a mobile sales team

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 prospective buyers. Some vendors have…

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Motivating sales agents to respond to leads

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 agents don't move at a brisk pace when it…

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4 Common Mistakes in the Sales On-boarding Processes 

Managers must guide their new hires through extensive sales on-boarding programs to ensure the new representatives are prepared to sell goods or services. Without proper education, agents don't understand the best practices that their company uses while…

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4 common mistakes in the sales on-boarding processes 

Managers must guide their new hires through extensive sales on-boarding programs to ensure the new representatives are prepared to sell goods or services. Without proper education, agents don't understand the best practices that their company uses while…

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Train new hires to land major deals

Sales on-boarding covers the basic processes of working with customers, but many trainers fail to focus on specific cases. Managers teach their new agents skills to deal with potential issues and hope they're prepared to deal with difficult situations.…

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Fostering teamwork with sales incentives and resources

Salespeople often thrive when they work as a team. A strong group knows how to play to each member's strengths and land major clients by working in harmony. Teams don't come together overnight, however - it can take weeks before individual…

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Make sales on-boarding an ongoing process

Most companies view sales on-boarding as an introductory procedure for their new employees. Recently hired agents participate in seminars and courses to learn how they should pitch goods or services to their potential clients and work within a corporate…

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