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MAY/JUNE 2008
FEATURESTORY
There comes a time in every sales manager's career when nothing short of a sales salvation seems in order. Or perhaps an exorcism to drive out the demons of disenchantment that pervade everyone on your team except those perennial top producers. GoalQuest, a patented sales incentive strategy, has managers singing its praises for getting even ordinary performers to produce extraordinary results...
For sales managers, a traditional incentive program is a lot like a homily: You stand in front of your congregation, preach the good word, and see who it resonates with. Sadly, the result is no different than what a good preacher reaps. Those who bought into the message to begin with continue to do so, while the masses may have good intentions, but often revert to their old ways. The message, no matter how solid or self-redemptive, never seems to take hold...
U.S. Bank Earns Unexpected Dividends With Its Call Center Incentives
Most sales managers initiate an incentive program to increase sales, but Megan Nelson is equally appreciative of meeting two additional objectives that she brought to a GoalQuest program created for about 1,000 call center bankers at U.S. Bank in 2005...
Effective sales incentive programs can't run continuously, and the truth is they don't have to...
PUBLISHER'SNOTE
Who Owns Your Team’s Sales Goals? **
Wit and wisdom from our Publisher, Mike Murrell...
SCRATCHPAD
As if making a sale wasn’t difficult enough, a new report shows that buyers’ poor perception of the sales profession creates hurdles for salespeople and their employers...
Shop Smart for Gift Cards **
Gift cards continue to be popular in workplace reward and recognition programs because they are easy to administer and they allow recipients to select the merchandise they want. Tighter economic times mean that gift card users must be vigilant in selecting cards that are sure to retain their value...
Reps Must Be the Value-Add They’re Trying To Sell **
Clearly articulating a value proposition is a must in today’s market. Your product or service isn’t important anymore — only what it does for customers, says Jill Konrath, author and sales consultant. In the new sales paradigm, your salespeople are the primary differentiator, not your product or service...
Are You Teaching Positive Attitudes? **
Every salesperson has to formulate an effective answer to the question, “How do you get yourself back up when you are down?” Sales managers should watch for signs that reps are experiencing these emotional dips and help them get through it...
The Underside of Sales On Reality Radio **
Sales professionals are often great storytellers, but too often, in the interest of self-preservation, they keep their best stories to themselves. We recently heard separate radio
programs that featured two former salesmen talking about the unseemly side of their jobs and the crisis of conscience that eventually led to their quitting...
XPILLUSTRATED
Jock Talk (interactive web feature)
The palaver between a sales manager and his reps regarding outside interests is usually just that—small talk to fill the uncomfortable voids between "Did you get the appointment?"
and "Did they sign the contract?" Let the topic turn to sports and an individual's athletic prowess, however, and many sales managers become completely engaged. The sales world doesn't just embrace
athletes, it blatantly pursues them...
SALESU
Sales Hara-Kiri **
No one in their right mind would sabotage their own sale…would they? Self-sabotage in sales – the act of undermining one’s own credibility and alienating the very customers and
prospects we count on for our livelihoods — occurs with dismaying frequency...
MEETINGS&INCENTIVETRAVEL
Off-Site Insights **
Consultant and motivational speaker Ron Kaufman has participated in more off-sites than a convention hall full of planners. His tips for creating better events will keep
do-it-yourselfers on course...
GATHERINGSPOTS
Small Is Good: Manhattan’s Muse Hotel is indicative of the increasingly popular boutique meeting spot **
Companies of all sizes are discovering the value of holding smaller meetings. They frequently cost less, the agenda can be tightly focused, and attendees participate more in these
intimate gatherings...
INCENTIVEPRODUCTS
Product Review: Supercharge Your Sales (360KB PDF document. Requires free Adobe Reader)
There’s a reason consumer electronics are a perennial favorite among merchandise incentive users – they drive performance! Here’s a look at some of the newest entries...
Incentive Alley (560KB PDF document. Requires free Adobe Reader)
Take advantage of these exclusive offers to SalesForceXP readers on merchandise, gift card and travel incentives from our advertisers...
COACHES'CORNER
Do the boundaries you set in your business support or hinder the results you desire? Here are 5 things to consider when placing your fence posts...
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SFXPADVERTISERS
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