Author: Lizzy Wolff
Sales performance management (SPM) is a difficult task that's only exacerbated by a down market. While the economy has made significant strides toward a sustainable recovery, there's still a great deal of progress…
Author: Lizzy Wolff
Sales performance management (SPM) is a difficult task that's only exacerbated by a down market. While the economy has made significant strides toward a sustainable recovery, there's still a great deal of progress…
Author: Lizzy Wolff
The sales on-boarding process can be difficult for new hires who don't receive proper instruction. Managers must guide their personnel through training to ensure that the agents can contribute to the company's…
Author: Lizzy Wolff
In a small sales team, the leader might have to watch over a variety of tasks, from training and coaching to broad management. These activities may, at first glance, even seem to go hand-in-hand - leaders manage…
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
Sales managers wear a number of hats as a part of their work. They have a hand in incentive compensation management (ICM), aligning sales and business goals, hiring, coaching and everything in between. While some…
Author: Lizzy Wolff
Sales is a dynamic job filled with dozens of variables. There is no one specific way to guarantee conversion, and agents need to be able to personally engage each client to maximize their chances of securing sales.…
Author: Lizzy Wolff
Salesforce.com is further enhancing its customer relationship management offerings through deeper integration with Work.com. Announced at the Dreamforce customer conference, the move will enable companies to take…
Author: Lizzy Wolff
Sales refers to a specific job that entails communicating and converting potential leads into paying customers. However, the job is actually highly varied in terms of how it's approach and it isn't unusual to see…
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
Every business stresses the importance of knowing customers. In sales departments, managers frequently invest in customer relationship management software and other tools to collect data and information about…
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