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5 common pitfalls of sales management


February 6, 2012 by Bob Hill

A well-known expert breaks down the most common sales management mistakes he’s seen, based on three decades of working with companies of all sizes and shapes.   More…

4 reasons to avoid 100% commission-based comp plans


January 20, 2012 by Bob Hill

There is no greater motivational tool than money, but sales organizations that only offer commissions to salespeople may be digging themselves into a major hole. Here are four reasons why:  More…

7 common reasons new salespeople fail


January 17, 2012 by Ken Dooley

Some salespeople quit just before they’re about to achieve the success they have been working toward.  They get tired of waiting, trying or dreaming. Then they give up, usually for one of the following seven reasons: More…

5 Signs Your Salespeople Don’t Respect You


January 10, 2012 by Bob Hill

The key to great management is creating a situation where salespeople want your leadership and approval. Unfortunately, if reps are exhibiting one – or all – of these five signs, it may be time to adjust your management style:  More…

3 policies that’ll keep great salespeople from joining your company


January 3, 2012 by Bob Hill

New research reveals common policies that could be hurting your ability to attract and retain the very best.  More…

Top 10 Sales & Marketing Update Stories of 2011


January 3, 2012 by Christian Schappel

Here are the top 10 Sales & Marketing Update stories of 2011, as chosen by our readers:  More…

49% of reps are failing: 3 ways to coach them to success


December 30, 2011 by Bob Hill

Half of all salespeople nationwide are failing to reach quota on a regular basis, according to statistics from CSO Insights. Here are three ways to help your reps overcome the mediocrity:  More…

4 hidden metrics that reveal golden sales opportunities


December 29, 2011 by Bob Hill

Here are four outside-the-box metrics that go beyond closing rates and identify valuable opportunities to send profits soaring:   More…

3 ways to consistently whip your A-players into shape


December 23, 2011 by Bob Hill

If 20% of salespeople are delivering 80% of the sales, it stands to reason management should spend the bulk of its time training and developing those salespeople.   More…

Are you guilty of the No. 1 trap in evaluating resumes?


December 21, 2011 by Ken Dooley

Following this old rule today may deprive you of hiring some outstanding salespeople. More…

4 best practices that separate great coaches from managers


December 16, 2011 by Bob Hill

Based on research involving more than 700 sales organizations, here are four essential keys to effective goal setting, as revealed by The Corporate Executive Board: More…

Promotional swag can pay off – if you use it the right way


December 14, 2011 by Charlie Walker

Do you deploy promotional items to get your message out to customers and stay top of mind? More…

What business leaders can learn from George Costanza


December 12, 2011 by Bob Hill

A recent Harvard Business Review blog post breaks down all the reasons ambitious execs should always be thinking WWGD (What Would George Do?).  More…

Coaching: 3 exercises that increase sales, customer retention


December 8, 2011 by Ken Dooley

Done the right way, coaching is a road map for sales success. Done incorrectly, it may make even top performers feel berated or unappreciated. Here are three coaching exercises that have had dramatic effects at several top companies. More…

2 Biggest Screw-ups in Sales Today


December 6, 2011 by Bob Hill

A lot of top companies are still making unforgivable sales and marketing mistakes. Here are the most prominent examples, as well as five keys to avoiding the same mistakes: More…

Would customers rather see a Sales Rep or Sales Ninja?


December 5, 2011 by Charlie Walker

Which would impress customers more? Handing out your Sales Ninja business card or the one describing you as a Sales Rep? More…

Simple one-step system maximizes sales, productivity


November 29, 2011 by Bob Hill

More and more managers are implementing a “quarterly report” system that gauges progress and pinpoints areas where salespeople need to improve.   More…

Key to a strong 2011 finish: Expedite the end-of-year push


November 28, 2011 by Bob Hill

With so much concern over the lack of spending, a lot of companies have ramped up their fourth-quarter promotions.  Here’s one strategy that will help you finish the year strong. More…

Why it’s time to stop asking prospects, ‘What keeps you up at night?’


November 25, 2011 by Bob Hill

Several experts are coming forward, explaining why an age-old opener has long since worn out its welcome. More…

Craziest excuses for calling in sick (we can’t make this stuff up)


November 15, 2011 by Charlie Walker

We’ve all heard zany excuses why employees miss work. But these might be the most outrageous. More…


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2012-02-06 17:30

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