Archive for 2019

Have You Set Realistic Goals?

Posted by David Wallace on June 11, 2019

Effective businesses set goals and manage to them. When setting corporate sales goals, a company should first look at the market. What drives growth in each of the industries in which you sell your products? How much share does your firm have in each market? What are the competitive environments in your markets? Can you […]

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It All Starts with Strategy. What’s Your Strategy?

Posted by David Wallace on May 28, 2019

Sales success starts with strategy. You need a clear sales strategy and you need to clearly communicate that strategy to your sales team. If you don’t have a clear strategy or your sales team doesn’t understand your strategy, you’re not likely to achieve your goals. Furthermore, an unclear or misunderstood strategy is a prescription for […]

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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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Home Page Testimonial

Posted by David Wallace on February 24, 2019

“Dave … is dedicated to the team concept and will do anything to make his efforts for the team outshine the ones for himself. He is a highly effective manager because of his excellent analytical and people skills. His knowledge and ability to grasp concepts quickly and effectively allows him to assist others develop their […]

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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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