by Janet Gregory | Oct 22, 2015 | Sales
Sales compensation is an annual (dreaded) event. It really does not need to be painful or scary. Sales compensation is a critical lever to achieving market, product and financial goals. Here are ten tips for updating or creating a successful sales compensation...
by Janet Gregory | Feb 4, 2015 | Marketing
Everyone loves the kickoff for the New Year. Reinvent your sales kickoff. Go beyond the customer panel, motivational speaker and endless PowerPoint slides. Do the unexpected. Reverse engineer common components. Think outside the box. Your team will love it and you...
by Janet Gregory | Dec 1, 2014 | Marketing
CRM is making sales people dumb. “No, absolutely not, that’s heresy” shouts Salesforce.com, Velocify, SugarCRM and sales management. When sales people act like robots inputting data and taking action without thinking, the answer is YES. Unfortunately, the answer is...
by Janet Gregory | May 22, 2014 | Marketing
Four Reasons to Create a Sales Playbook: Establish a consistent sales approach for repeatable success. Define sales best practices to ensure efficient selling. Align sales process with other customer-facing functions to strengthen customer relationships and long term...
by Janet Gregory | Oct 30, 2013 | Marketing
When sales compensation plans need to be developed the air begins to grow cold, no matter what time of year it is. It’s the dreaded sales compensation plan monster. And that monster is ugly with bad breath. But, don’t despair there is a...
