SalesForceXP: March-April 2010
The Pitch
John Lennon began falling in love with Yoko Ono the minute he met her at a preview of her art exhibition at a London gallery in 1966. The Ono piece that Lennon found especially inspiring was called "Ceiling Painting." [346-word article]
Cover Story
Before you ask to get something back into your budget, make sure you have a "because" - a reason it should be returned. [338-word article]
Getting to Yes: Reclaim your meetings and incentives budgets
Sales managers across a wide swath of b2b industries share the pain. As business ticks up, sales managers are looking to loosen the belts that got squeezed so tight over the past two years in the name of simply surviving. For middle managers, getting to "yes" starts with approaching things from your supervisor's perspective. [869-word article]
Author and speaker John Baldoni offer tips for successfully selling a program to your supervisor. [139-word article]
You Can't Get By Without the Real ROI?
Accurately measuring return on investment is essential to successfully retrieving a budget that was reduced or cut entirely during the recent downturn. In the case of a sales incentive program, developing and measuring a campaign focused on sales growth alone reflects a myopic view. [213-word article]
Closers
Moving Mountains From the Middle
Questions and answers from John Baldoni, author of "Lead Your Boss." [288-word article]
Incentive Products
The shaky economy might offer the best reason in years to feature high-end merchandise in your next incentive program: people have stopped buying it for themselves. [421-word article]
Off Sites
Dealing Las Vegas: Sin City Is On Sale
It's the question on every meeting planner's lips these days: Just how good are the deals in Las Vegas? [593-word article]
The Leap: Moving Into Management
A Sales Manager's Hippocratic Oath
Every manager makes errors in judgment that steal precious moments from the lives of others. Wasting the lives of those we lead is the worst kind of leadership malpractice, says Susan Cramm, an IT leadership consultant. [470-word article]
Don't Ignore Performance Issues
It's a fact that some people are better at their jobs than others. If one of your people is struggling, something is wrong. And, if you know it, so do they, says leadership expert Susan Cramm. [221-word article]
The Sales Funnel
3 Ways Salespeople Can Put Social Media To Work
No matter what you think about social media personally, your customers are moving online and into the social Web in droves, so you and your organization have little choice but to figure out how to benefit from this evolution. [500-word article]
Almost every salesperson stocks up on excuses why they're unable to sell. But is there any excuse more infamous than price? "If we just lowered our price, I could sell a ton of this stuff." [436-word article]
The Fine Line Between Fun and Forcing It
Visitors to the Las Vegas headquarters of online retailer Zappos.com are greeted noisily. Staffers blow horns and ring cowbells in attempt to reinforce the company's fun-loving culture. That rubs Grant McCracken the wrong way... [329-word article]
Three Tips for Making Better Decisions
Three Tips for Making Better Decisions [191-word article]
What Do You Say to A Star Performer?
As counterintuitive as it may seem, giving feedback to top performers can be tough. Top performers may not have obvious development needs and in identifying those needs, you can sometimes feel like you're being nitpicky or over-demanding. [335-word article]
You're the Spark That Lights the Fires
Managers at large companies can go through the motions of looking busy for a significant amount of time without it mattering much, but if you run your own business or manage a small sales team, you can't afford to stay unmotivated long. [419-word article]
Top Performers - Incentives & Recognition
New incentive ideas for motivating and rewarding your sales force. [481-word article]
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Savings At Sea
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The First Step To Designing A Winning Sales Compensation Plan |
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Is your sales compensation plan helping you get the most from your sales people? Listen to this episode of the Sales Management Minute to learn the first question to ask yourself when designing an effective sales compensation plan.
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Audio. 60 sec. - 09/01/2010 |
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