Goals indicate a desired result. Metrics measure progress toward the goal. Metrics can also measure the activities necessary to drive results such as the number of initial calls a sales rep completes each week or the number of presentations a rep delivers each day. A good manager puts metrics in place so that she can […]
Read more...Sales representatives bring a lot of skills and qualities to your company. Here’s a list of skills and qualities I think every sales rep should possess. Integrity – honest in all their dealings with you, your company, customers and prospects. Intelligence – understand their customers’ businesses, anticipate needs, adapt your solutions to meet new challenges, […]
Read more...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 […]
Read more...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 […]
Read more...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? – […]
Read more...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 […]
Read more...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 […]
Read more...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. […]
Read more...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 […]
Read more...Today, I got the following question from a sales rep about the repayment of their draw. I am paid a $2,000/month draw and required to sell $22,500 in services each month. I am paid 15% commission on all sales. This has been the case since I started 5 years ago. I consistently meet and exceed […]
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