Sales Compensation Plan – Real-Life Example, Part 2

Posted by David Wallace on January 28, 2010

In our last post, we read about the negotiations a new business sales rep was having with her employer. Here is the conclusion.


Sales Compensation – Real Life Example

Posted by David Wallace on January 25, 2010

Last week I had an email exchange with one of my readers. This sales rep was in the process of negotiating (and re-negotiating) the sales compensation package. I thought you might be interested in the exchange.


Lead Management – Managing, Tracking and Reporting

Posted by David Wallace on January 7, 2010

How do you ensure that your sales team will follow up on and close on your leads? You need a system to manage your leads. This system should also provide tools to track the leads and to report progress to management and the sales reps working on the leads.


Lead Management – Qualifying Leads

Posted by David Wallace on December 30, 2009

Sales leads fuel your company’s growth and help maintain its competitive position. Make sure you fully realize their value.


Lead Management – Collecting Leads

Posted by David Wallace on December 22, 2009

Sales leads are a product of the marketing engine that identifies new customers and new opportunity. They represent future revenue and growth for your company. With just a little effort before the hand-off, sales representatives will embrace sales leads as the valuable source of new business that they are.


Sales Training

Posted by David Wallace on December 18, 2009

Sales reps are made, not born.  Plus, selling is a skill which has evolved from “getting people to buy” whatever you are selling to fulfilling customer and market needs with your products.  Like elite athletes, your most successful sales representatives are always “in training.”  They are learning your market, products and competition.  They’ve been trained […]


Sales Force Mix

Posted by David Wallace on December 8, 2009

Multiple channels exist for bringing your products and services to market – inside sales, dealers and distributors, and direct sales.  Is one channel preferred over another?  Can you use multiple channels simultaneously?  Can the different channels support one another? Channel Preference Different channels efficiently address different markets and situations. Inside sales teams effectively sell commodity-like […]


Negotiating Job Offers

Posted by David Wallace on December 4, 2009

When you bring new sales reps on board, you need to negotiate job offers.  To drive a successful outcome, there are a number of principles and strategies to keep in mind as you negotiate. Negotiation Basics Define the limits of your offer before you begin a negotiation.  Understand what your goals are, the value of […]


What Support Should I Give My Sales Force?

Posted by David Wallace on November 27, 2009

Honor and glory typically go to the soldiers on the front line.  In business, the front-line soldiers are your sales force.  Sales reps are in the field working with your customers, understanding their needs, developing solutions, selling your products and services.  Your sales reps drive revenue every day. But, can they do it alone?  No. […]


When Should I Expand My Sales Force?

Posted by David Wallace on November 25, 2009

To determine when to expand your sales force, you need to ask yourself two questions: “What can I afford?” and “What can the market support?” What Can I Afford? Sales reps produce revenue. They prospect for customers, present your products and solutions, and close deals. The more sales reps you hire, the more revenue you […]