Focus on Sales
Retaining Customers in Tough Times
Customers today are bombarded with more attractive offers all the time. If they see a better deal based on price, quality or service, they may feel pressure to leave you for a seemingly better offer.
It’s critical for salespeople to come up with the specific reasons why they lose a customer. They may be in jeopardy [...]
Recruiting is the key to finding Salespeople who will sell . . . for you
Too often salespeople are hired for what they know, then later fired for who they are. Education and experience take precedence in the recruitment process when the company doing the hiring really needs to know how the applicant will behave. There are four key questions about how people will behave in a work environment:
How do [...]
Goal Setting – The Good, the Bad and the Ugly.
To ensure greater sales productivity and effectiveness in today’s competitive business environment, many organizations have migrated to “pay for performance” sales compensation plans. The “pay for performance” concept has received a great deal of attention in recent years, much of it undoubtedly well-deserved. After all, the concept has allowed many firms to create more aggressive [...]
