Sales articles

Find helpful sales articles and resources. Practical tips to improve your team’s performance.

Improving Sales Compensation Plans

A Guide To Improving Sales Compensation Plans

2 Comments / Sales Force Management / By

Improving compensation plans can help inspire your sales team. As a great sales leader, your key performance indicators include sales volume, sales revenue, profitability, return on investment, market penetration and market share. You must, therefore, provide your sales team with the resources necessary to achieve these objectives. This includes financial resources. Could your sales compensation […]

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7 Expert Steps To Building A Successful Sales Culture

Sales Force Management, Sales Skills, Sales Training Videos / By

It happened twice that week. I received calls from two very different organizations (one providing surgical devices to hospitals and the other offering IT solutions to SMEs) looking for help building a sales culture. My response was very much the same, “You already have a sales culture.” After a short pause on the telephone, I

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Assessing Productivity and Profitability

Sales Force Management / By

Assessing the productivity and profitability of each sales team member. The purpose of measuring performance is to clarify the profitability of the sales volume brought in by each sales team member. With that seemingly attainable outcome in mind, why do companies struggle with assessing sales force productivity? They sometimes find measuring sales performance challenging because

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Why Developing Your Expert Power In Sales Is Crucial For Success

Sales Skills / By

In the competitive landscape of today’s business world, standing out from the crowd is essential for success. While many focus on conventional strategies like sales tactics and networking, there’s a potent yet often overlooked force that can elevate individuals to new heights of influence: expert power. Expert power isn’t just about being knowledgeable; it’s about

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10 Sales Needs Analysis Questions You Should Always Ask Prospects

10 Sales Needs Analysis Questions You Should Always Ask Prospects

1 Comment / Lead Qualification / By

Too many salespeople try to sell before understanding prospects’ most pressing challenges. To illustrate, can you imagine a doctor giving you a prescription before understanding your symptoms? Of course not. That’s why salespeople create a needs assessment, also known as a sales needs analysis. We use it as a checklist or diagnostic tool with our

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Scripts for scheduling appointments

Prospecting / By

Creating scripts for scheduling appointments that will resonate with my prospective customers. Also Read: Don’t wing it! It’s important to develop scripts for leaving voicemail messages, leaving messages with assistants (gatekeepers) and when speaking directly with your prospective customers. What’s the purpose of your call? To inform, remind or persuade? Often, it’s to persuade the

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