by csm.admin | Dec 3, 2022 | Focus on Sales, Popular Articles
I hope all of you reading this will make a commitment to yourself to do whatever it takes to make 2023 your best year ever! The only way that will happen is if you are equally committed to being more pro-active, and more assertive in your day-to-day marketing. Here...
by csm.admin | Aug 29, 2014 | Popular Articles, Sales Compensation
Because we are accountable for measurable results, our profession lends itself to performance-based incentives. They range from straight salary (you get to keep your job when you hit your mark) to straight commission (you get to keep a piece of the action on a regular...
by csm.admin | Dec 3, 2012 | Popular Articles, Sales Management
Your organization’s compensation plan can be used to attract and retain sales representatives, so it’s important to analyze it for effectiveness and change it if it proves ineffective. These last two points are critical, particularly if your market changes...
by csm.admin | Aug 16, 2010 | Popular Articles, Sales Trax
Which non-financial sales incentive is most effective? If you said “trips,” you’d be in total agreement with the nearly 500 reps responding to a Dartnell survey. We asked reps to rank a variety of popular non-financial incentives according to what...
by csm.admin | Nov 17, 2009 | Popular Articles, Sales Motivation
You must like what you are doing for a living, selling, enough to become obsessed with it. Not fifteen-hours-a-day obsessed; rather, I have-absolutely got to do this right today in and day out obsessed. For my money, the most crucial word in sales today is obsession....
by csm.admin | Nov 17, 2009 | Popular Articles, Professional Sales Training
Professional selling is a career to which many are drawn and few are successful. In fact, professional selling could be the most difficult profession in the world. Given that reality, let’s examine what I call the “20 Dumbest Things Salespeople Can Do To...
