Category: sales-performance

Eliminate the Roadblocks that Slow Sales Down

When the sales team succeeds the entire company succeeds along with them.  Because of this, it's vital to the success of the company to eliminate any roadblocks that slow sales down.  These roadblocks can happen at many different stages of the sales…

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KPIs and sales performance (coaching#2)

What are some of the most common KPIs organizations should be looking at when they review their sales performance?

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Motivating sales representatives to meet their quotas

An important aspect of sales performance management is ensuring that representatives are meeting their regular quotas. Supervisors have to set realistic goals for their staff members, but also ensure that agents are moving enough goods or services to…

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Keep representatives engaged with an incentive program

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 stagnant compensation. However, Selling…

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Coaching with MBOs during Periods of Revenue Decline

In industries particularly hard hit by the struggling economy, even the best sales representatives may appear to be under performing based on the most important sales objective, the sales revenue target. How do you know if sales personnel are doing their…

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