.
Home | Current Issue | Archive | About | Contact | Subscribe | Media Kit | Advertisers
MARCH/APRIL 2007
FEATURESTORY
It's a formula that's anything but secret. So why do some companies pull it off while others flounder and eventually fade away? What separates those businesses that field strong teams year after year from the ones that struggle to stay alive?
There are four basic management characteristics that create a foundation for business success: goal-setting, communication, trust and accountability. The secret ingredient, as much as there is one, is recognition, or what the authors call “carrots”...
PUBLISHER'SNOTE
Great Minds Thinking Alike **
Wisdom and insight from our Publisher, Mike Murrell...
SCRATCHPAD
Achieve More By Doing Less Of One Thing **
managing a sales team is more complicated than ever. But there is one simple step that every manager can take to make work life easier and few take it...
Sales Management In the 21st Century: The Five-Headed Beast **
The heightened expectations of customers, peer executives in other functions, and the sales force itself require sales managers to shoulder new responsibilities, ones that have changed the job almost beyond recognition. Hitting quarterly and annual sales targets is the end result of several distinct but related roles. In a recent Harvard Business Review article, management consulting specialists Jerome A. Colletti and Mary S. Fiss spelled out five key responsibilities tackled by today's sales leaders...
Change Agents **
The complexity of today's sales manager role stems from significant changes that have affected sales activities at most companies...
Know Who Your Client Knows **
There's a big difference between quality client referrals and simple names and numbers...
SALESU
Technical Difficulties: Three leadership challenges that prevent sales force success **
Most sales managers have experienced these frustrating situations and have had to deal with the consequences. In today's marketplace of increased complexity, constant pressure is
placed on the sales team to deliver the numbers, but too often sales managers are expected to select, shape and coach their team to excellence with few tools – and they often fall short of giving the
quality support that is required to develop a team of top-performing professionals...
INCENTIVEPRODUCTS
Incentive Product Focus: Take It Outside! (4.6MB PDF document. Requires free Adobe Reader)
Because highfliers play as hard as they work, sports and recreation incentives are more popular than ever.
Incentive Alley (1.3MB PDF document. Requires free Adobe Reader)
A look ahead into the next couple quarters of the hottest ideas for motivating your sales team. Check out the newest in incentives...
SPECIALREPORT
In today's promotion marketing environment, the measure of your business is not always what you are, but what you give away...
Nike Case Study: A Brand Name That's Also In the Game
Like the hair club for men president who's also a client, Nike is not only a supplier of branded merchandise, it's a user of them as well. An employee incentive program that used a
series of giveaways to bolster employee attendance was recognized with a 2007 Pyramid Award by the Promotional Products Association International...
.
COACHES'CORNER
Move Bad Salespeople Up Or Out
Every sale is a kind of seduction. As marketers, we make introductions, pursue courtships, and hope for consummation – the sale. And as in any love
affair, we know that reason plays a subordinate role to emotion. Logical arguments are insufficient; to win a portion of our prospects’ bank accounts, we must win their
hearts first...
SFXPADVERTISERS
Visit http://www.SalesForceXP.com/AdIndex for more information from this issue's advertisers!
** indicates a print-exclusive feature SUBSCRIBE TODAY!
Your feedback on our editorial is welcome at . We need to remind you that our articles are copyrighted. If you would like to distribute or post our material elsewhere, please contact . Click here to subscribe today!
