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…

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…

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…

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…

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

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

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…

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

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…

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

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…

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

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

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…

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…

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

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

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…

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

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