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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Can I Recover an Outstanding Draw When My Employee Quits?
Posted by David Wallace on August 24, 2018
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. […]
Read MoreWhat 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 […]
Read MoreManaging 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 […]
Read MoreSales 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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