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NOVEMBER/DECEMBER 2008
FEATURESTORY
Off-Sites Are Down, But Not Out
"Did you know," asked the excited marketer of virtual meeting software and services who called me recently, "that we can create a hologram of a CEO so it actually looks like he's standing on the stage - at multiple locations, if necessary - even though he's back at corporate HQ?"...
What Do Your Meetings Look Like?
Your sales meetings are a great indication of the culture of your company. The warriors who fight the battles in the field have certain needs that must be met by sales meetings, but the purpose of having them often gets lost by companies and managers...
One of the most common complaints that sales trainers get from both salespeople and their managers is that sales training in any form, whether via book, workshop, seminar or online course, has little or no impact for most of the men and women who complete the training. Unfortunately, their complaint is supported by a number of studies confirming that training does not change the behavior, attitudes or results of the vast majority of salespeople...
See the Future By Helping to Set It
Brooke Green (a consultant with Caskey Achievement Strategies) shares six action steps that your salespeople should accomplish before leaving a meeting so they are in control of
the process and the client is never surprised...
PUBLISHER'SNOTE
Channel Surfing My Way To Better Leadership **
Wit and wisdom from our Publisher, Mike Murrell...
SCRATCHPAD
Stop Shooting **
In the Dark Done correctly, forecasts can accurately predict future sales...
Prospect or True Sales Opportunity? Know the Difference **
Reps tend to forecast prospects as opportunities because they are fearful of a light pipeline. Sales manager, blame thyself, says trainer Karl Goldfield...
Stop Managing A Pipeline and Start Managing Your Team? **
You can’t close an unqualified lead, so stuffing more of them into your reps’ pipelines isn’t going to produce the results you want, says sales consultant Mike Brooks...
Whether it’s because people feel compelled to keep their messages to a single BlackBerry screen, or simply are too rushed to say more than a sentence, we are becoming a nation of few words. From six-word memoirs to four-word film reviews, mini-lit is thriving...
4 Habits to Develop / 4 Habits to Kick **
Being yourself isn't all it's cracked up to be any more. These two articles give pro-level managers ideas for becoming more effective in the upcoming year...
XPILLUSTRATED
How Great Sales Managers Get Better (interactive web feature)
If you’re not making big mistakes, tearing down processes that work just fine, and hanging out with freaks, then you’re not trying hard enough to become a better leader. So says
management guru Tom Peters. And his thoughts are echoed by many others who have carved out careers helping great managers get better...
SALESMANAGEMENTU
Few decisions in business are more important than how to compensate a sales team. Unfortunately, many look at this issue from a single vantage point: How much do we want our
salespeople to earn if they hit quota? That's a relevant question, but it should not be the only determinant of sales compensation...
INCENTIVEPRODUCTS
Product Review: The Classics: Recognition That Never Goes Out of
Style
(831KB PDF document. Requires free Adobe Reader)
There is an elegance surrounding some reward and recognition items that can’t be duplicated. Whether it’s the timeless design of a classic watch, or the heirloom aura of a crystal serving set, these classic items have earned a hall-of-fame stature that reinforces your appreciation for top-notch performance, years of service or an irreplaceable business relationship...
Product Review: Last-minute Holiday Business Gifts
(2.3MB PDF document. Requires free Adobe Reader)
U.S. businesses and non-profits spent $5.6 billion in 2007 on gifts, according to a study by GFk Custom Research. Gifting has always been one of the most difficult business practices to gauge a return on investment — after all, you’re asking for nothing back from your recipients. But a recent survey of 6,000 sales and marketing executives by the Promotional Products Association International (PPAI) showed that nine out of 10 of those who measured results from their gifting program said they believe their gifting is at least “somewhat effective.” A full 57 percent said their bestowal of gifts was either “effective” or “very effective.”...
Incentive Alley
(1.2MB 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
Two Yardsticks for the New Year **
When measuring performance, consider more than your personal perspective. You must consider the yardsticks of others as well — especially your customers. The concept of the
multiple yardsticks is valuable no matter what you do or who your customers are. Both yardsticks are valuable, and both are necessary...
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