Posts Tagged "sales"

The Top 7 Ways to Motivate Your Sales People by Jae-ann Rock

Posted on Nov 27, 2012 in Archive

There are endless articles, books, videos and CDs filled with ideas on the topic of sales and motivation.  In the end, selling is a tough job and not everyone is cut out for it.  But, for those who choose sales as a career, there are several key factors that are likely to motivate them to achieve great success.  Show me the money?  Although money may seem like the obvious motivator for sales people, this is certainly not always true.  While receiving a handsome compensation package can be motivating for many, it is by no means the sole motivational factor to consider when trying to inspire...

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Are your Marketing Lists like the Bridge to Nowhere? By Jae-ann Rock

Posted on Oct 22, 2012 in Archive

Despite this being an election year, we promise not to get political here.  You may remember several years ago, there was a lot of talk about a Senator who was able to push through funding for his state project to build a bridge in Alaska that became known as the “Bridge to Nowhere”.  If you Google this term, you will discover that there have been many such projects over the course of recent history.  These are feel-good projects that: Benefit very few people Cost significant money Create the perception of progress  As we know, these projects are often politically motivated and they have...

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How to Decrease the High Costs of Sales People By Pat Ryan

Posted on Oct 9, 2012 in Archive

Sales people are expensive—good ones and bad ones. Maybe that fact is easy to overlook for organizations churning out record sales numbers—but what about everyone else marketing to corporate HR and training? Some costs can be avoided. Beyond salary, commission and benefits, there are additional expenses you incur resulting from inefficiencies in your sales process. We can illustrate this using the subject of a recent article (“The Number One Productivity Killer in Prospecting”)—and explore the Return-on-Investment (ROI) that can be achieved when you avoid the top prospecting...

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