Management

Reviewing Plans, Activities and Results

Posted by David Wallace on April 26, 2019

Over the course of the year or sales cycle, effective managers review each sales representative’s sales plan on a regular basis. Reviews cover more than milestones and key performance indicators, although those are important to include. Reviews also examine the assumptions that underlie the plan. They look at market conditions – have they changed? – […]

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Are Your Sales Reps Ready for the New Year?

Posted by David Wallace on January 25, 2019

It’s January. Your competitors’ sales reps are off and running. Are yours?  The best way for your sales team to meet its revenue goals – and yours – is to develop and work through a territory plan. Don’t simply give your reps sales quotas and tell them to go figure. Have the reps develop a detailed […]

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Can I Recover an Outstanding Draw When My Employee Quits?

Posted by David Wallace on August 24, 2018

I’ve recently received a number of questions about recovering outstanding draws when an employee leaves a company. I’ve heard from both sides of the issue, employer and employee. This week, I received the following note: I am an employer with an employee owing a large amount on his recoverable draw. I now find he is being […]

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The Global Sales Management Balancing Act: Corporate Control vs. Local Autonomy

Posted by David Wallace on April 21, 2017

How does a company based in Palo Alto manage a sales team in Mumbai? It’s not easy. They are 8,400 miles and 13 time zones apart. And the business customs are very different in California and India. Needless to say, it’s a balancing act. Palo Alto wants control. The Mumbai team wants flexibility and autonomy. […]

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What Peyton Manning Can Teach Your Sales Team

Posted by David Wallace on April 21, 2017

Peyton Manning announced his retirement from football last week. Whether you are a fan of the Denver Broncos, Indianapolis Colts or any of the other 30 NFL teams, you’ve got to admit that Manning is one of the all-time greats to play quarterback in the league. Manning’s career is remarkable not only because of the […]

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Managing Your Sales Force

Posted by David Wallace on February 3, 2010

Five key elements help you manage effective sales teams and grow a successful business: Well-defined plans Clear communications Processes and tools Performance metrics Flexibility and adaptation Well-Defined Plans Well-defined, precise plans are roadmaps to success.  They present your goals and strategies for how you will achieve those goals.  Success follows when you develop specific plans […]

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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 […]

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