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Team Work Is Terrific - To a Point

We typically picture HR departments as fostering cooperation, but Andy Porter, a vice president of human resources and organizational development with Merrimack Pharmaceuticals, asks, "What's so wrong about good old competition?"..continue ->

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Bringing Sexy Back
More often than not, hard-charging salespeople who exceed a sales goal say they prefer to be recognized with a bigger bonus.
Management Tips By the Dozen
How do great managers inspire top performance in employees?
Overachievers Need Guidance, Too
Overachievers have the drive, passion and energy needed to move projects forward. But they're not like other employees...
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Take a look at GoalQuest(R), a proven, patented sales performance tool from Minneapolis-based BI, a leading provider of performance improvement programs. Interested? Call Mike Murrell at 952.401.1283 or email Mike@SalesForceXP.com.

Simple Solutions Often Hide In Plain Sight

by Mike Murrell

These days, useful information comes at us from all angles. Often - and unfortunately - it's cleverly disguised.

Take, for instance, a recent presentation on dealing with haters by Timothy Ferris, author of the wildly popular The 4-Hour Work Week. Ferris spoke this spring at the Next Web '10 event in Amsterdam and uploaded a video recording of his 33-minute presentation to his blog (fourhourworkweek .com/blog).

The sales managers I know would tell me they can't spare half an hour to discover how Ferris deals with people who hate him - and there appear to be a lot of people who hate him. Nor would they take time to get the gist of his presentation by reading a summary of it on Mashable.com.

But if they took the time watch the video or read the Mashable.com summary, they'd discover that what Ferriss has learned about coping with haters could benefit any sales rep who gets frustrated with negative reaction from prospects. (Beginning with point #1: It doesn't matter how many people don't get it. What matters is how many people do.)

My guess is that information overload results in most of us missing 70% of the stuff that can truly help us improve workplace performance - the stuff that works. The concept behind our annual "What Works" issue when we launched it three years ago was, and continues to be, to present simple and instantly actionable ideas that will help sales managers improve the performance of their sales teams.

We know you read your own industry publications to find out what's trending in your specific line of work, so we aim to bring you broader sales management ideas that will move the needle. Many of them are hiding in plain sight. And much of what we present in our print issue is expounded upon here online, so be sure to visit us often for important links and longer versions of what we publish in print.

Mike Murrell
Publisher, SalesForceXP

View the July-August, 2010 table of contents

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Additional Web Resources
We provide insights on sales management from the smartest people in the business. Here are links to some of resources we mentioned in this issue:

Searchable Directory of Gift Card Suppliers
You liked it in print (in our July/August issue), you’ll love it even more online. The searchable Incentive Gift Card Council (IGCC) directory provides instant contact to suppliers who can help you incorporate gift cards into your incentive efforts and avoid retail pricing.
Are Your Social Media Efforts Working?
Ryan Deutsch, vice president of emerging media for StrongMail, explains his process for gauging the effectiveness of a social media business plan.
Savings At Sea
Why set sail for your next off-site meeting? Josephine Kling of SeaSite.com breaks down the savings that can be reaped on a cruise meeting versus a comparable resort on land. View the breakdown here.
Is the Sales Funnel Obsolete?
It's the subject of a "friendly violent debate" that sales consultant Todd Youngblood is engaged in with friend and colleague Stone Payton. You can decide where you stand after watching Todd present his case and reading Stone's five reasons for forgetting the funnel analogy.
The Sales Management Minute
The Sales Management Minute by Lee Salz

The First Step To Designing A Winning Sales Compensation Plan

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.

Audio. 60 sec. - 09/01/2010

[view all audio clips]

Twitter: @SalesForceXP
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