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MAY/JUNE 2009
FEATURESTORY
8 Ways to Keep Sales Teams Focused and Fired Up...
The ONLY way to weather turbulent times is with the willing engagement of a focused, fired-up, capably led work force. Because lots of business owners and managers are all balled up worrying about the numbers, however, they take their eyes off their people, who are probably the best answer to getting the numbers back where they need to be.
Your only hope of surviving a weak economy is to have the willing - not reluctant and not half-hearted - engagement of everyone in your work force. Here are eight things every business owner and manager ought to be doing...
There are a lot of ways to increase productivity in your sales force. Incentives are pretty simple – they are awards offered to someone who can earn them, contingent on that individual’s performance against a specific set of rules – and unlike threats, they’re measurable. Incentives are rewards over and above compensation and are usually used for specific, short-term initiatives.
These nine tips (4 bonus tips in this online version!) will help you make the most of your incentive investment and your people as you wade through the murky waters of this
economic downturn...
PUBLISHER'SNOTE
Sales Management: It Ain’t Rocket Science **
Wit and wisdom from our Publisher, Mike Murrell...
SCRATCHPAD
Why Do Business People Speak Like Idiots? **
In normal, healthy conversations with their friends, spouse and dog, salespeople are brilliant communicators. But ask them to pitch to a prospect or up-sell to a current customer and say hello to Mr. Hyde....
Social Media Attracts a Crowd, But It’s Not Right For Everyone **
There’s a lot of talk about the marketing value of social media, but for most businesses it’s just that — a lot of talk while they figure out where the value is to be found...
Management Lessons With A Proven Track Record — Literally **
What if, like most managers, you’re dealing with a strong but not stellar group, players of varying drive and skill, and a severely limited ability to bring in fresh talent?...
Employees Motivated to Help Their Companies Survive **
Employee engagement decreased during the first year of the recession and has since bounced back, according to Modern Survey’s Employee Engagement Index. In February 2009, more employed American adults than in August 2008 said they take pride in their company, see a promising future there, and go “above and beyond” for the company’s good. Read a summary of the results...
Don’t Stop Believing: 3 Tips for Strategic Planning in Tumultuous Times **
Strategic planning season has arrived for many companies, and it couldn’t be more different than it has been in years past. Strategists, now facing the most profoundly uncertain
times in their careers, are creating disaster scenarios that would have been unthinkable until recently, and making the preservation of cash integral to their strategies. This year’s
strategic-planning process need not be an exercise in anxiety or futility. Here are three tips for effective strategic planning in these uncertain times...
SALESMANAGEMENTU
How to Hire the Right Vice President of Sales
Your vice president of sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate. If you
are hiring a vice president of sales, there are five critical areas to explore of your candidate, but a revenue growth commitment is not one of them...
INCENTIVEPRODUCTS
Product Review: A Coin Flip You Can’t Lose!
(804KB PDF document. Requires free Adobe Reader)
Cameras or consumer electronics? An incentive program that combines both is doubly dependable...
Incentive Alley
(1MB 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
4 Things Your Salespeople Fear – and What You Can Do About It **
Stress and fear of “the unknown” are major byproducts of the economic downturn. The leader who quickly learns to manage fear, embrace change and effectively lead employees in
uncertain conditions will position herself and her organization for long-term economic survival. Fear is an intangible concept that we need to replace with other intangible but more positive concepts.
In order to help your team do this, you need to better understand what they’re afraid of. There are four universal fears that business people tend to experience...
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