Sales Manager Q & A: Should you penalize sales people?
by kahlewisdom
By Dave Kahle Question: Our president recently suggested that we penalize the sales people for not meeting their goals by taking commissions away from them. Do you have any thoughts? Answer: Wow. My initial reaction is that it sounds so harsh. Put that way, and you are liable to lose 90 percent of your sales force, just on the principle of it.But, let’s spend some time thinking about this, as it is more complex than it appears.If you mean that you want to take back money that you have already paid, I can’t imagine that you could, or would do that. So, for example, you paid a sales person $20,000 in commissions during the year, along with a salary, and now, at the end of the year, you are saying that you are penalizing him for not making goals, and “Please give us $2,000 back?”My guess is that is illegal. I certainly do not...
How to Get a Better ROI from CRM Software
by commence2018
The key to success is selecting the right CRM company that offers not only the software, but the service and support that will ensure your success.
Is it Time to Concentrate on Sales Productivity?
by kahlewisdom
By Dave Kahle Sales productivity may be a new concept for many sales executives. “Sales” is easy to understand, and “productivity” is pretty clear, but when those two words are…
Are You Dealing with a Professional Shopper?
by commence2018
How to take control of an endless sales process with a growing or changing list of requirements.
Comfort Zones
by kahlewisdom
Specific actions you can take to help your sales reps overcome their lack of comfort with certain markets.
Is That Sale Fading Away?
by commence2018
You want some feedback and you want to hear that they will be in touch shortly and that the deal is yours, but you just don’t know.
How can I help a salesperson regain interest in the job?
by kahlewisdom
If a sales person has lost interest, this could lead to reduced sales production for the sales person and for the company. When should you intervene?
Exposure to New Ideas
by kahlewisdom
If you are going to continue to grow and develop and come close to achieving the potential you have, you must actively seek out new ideas and new experiences.
Lower Our Price or Lose the Deal
by commence2018
What can you do to win the business and retain your price points when faced with this ultimatum?
Small Business Struggling to Adopt CRM Software
by commence2018
CRM has become critical to the success of many corporations. Despite this, there is a business sector that has struggled with adoption. That’s small businesses.
Time Management: An ounce of prevention
by kahlewisdom
What would you do if the phone lines went down for an extended period of time? How about the electrical power? What if a virus took down your computer system?…
