Category: roi

The cost of sales

During uncertain economic times, companies have to find ways to save on overhead expenses without losing revenue. For sales performance management (SPM), frugality means maximizing every prospect and reducing the cost of sales. Budget cuts involve a…

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Getting the Most out of Telemarketing Efforts

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…

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Commission Metrics & ROI

The ideal sales compensation plan drives the performance of employees, but in today's competitive environment, altering commission systems is insufficient for companies looking to generate significant ROI improvements. Businesses need sales coaching

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Reflections on World at Work Conference and ROI

Last month while attending a World at Work conference I heard an alarming confession. During one of the sessions on vendor evaluation, a customer confessed that they didn't focus on hard dollar ROI because they didn't feel the system would ever be able…

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There's Value in the Journey

We've all the heard of the Law of Unintended Consequences, that is that actions of people always have effects that are unanticipated or unintended.  Although this term is typically used to describe government, I'm sure most of us have experienced it. 

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