Category: Sales

There are many compensation philosophies out there in the sales world—which one best fits your team? We’ll provide tips on the various approaches to sales compensation, from incentives to bonuses to rewards and recognition for your top performers.

4 Interview Questions to Ask a Prospective Sales Director

Your sales director sets the tone for your entire sales organization. The sales director’s choices drive who you hire, how your brand is represented and, ultimately, whether the lifeblood of new business flows into your organization. Hiring for this position is critical. While a successful track record in sales is an important part of the […]

Are Your Sales Reps Prioritizing Their Time?

In part one of this article, we discussed the importance of prioritizing sales calls to ensure you get to yes. Prioritizing is a recurring theme throughout the sales world, and one critical area involves how sales reps organize their days. Today we will discuss how you can steer them in the right direction.

How to Map Out a Sales Call in Advance

Preparation is often the difference between a failed deal and a closed sale. When communicating with prospects, it’s important that you map things out in advance. That’s why so many sales organizations rely on scripts as the most critical elements of their interactions.

Understanding Sales Deal Stages

When it comes to sales, the proof is in the pudding. Results can’t be manipulated to suggest one thing or another, and customers can’t be forced into buying products in order for a salesperson to meet set quotas. Either the sale is made, or it isn’t, and the journey towards a signed contract is about […]

Creating Referrals from Happy Clients

In a recent Advisor, we shared a number of different strategies for measuring sales performance. In today’s Advisor, we’ll provide some guidance regarding how to create referrals from happy clients.

How to Measure Sales Performance

One of the most obvious ways to measure sales performance has always centered around calculating the revenue that representatives generate. For sales managers, revenue, profitability, and market share are considered to be the most important sales performance metrics. That said, organizations are constantly debating on other metrics that can help determine the success and effort […]