The Other Stuff Expansion

The Other Stuff Expansion

I just had a conversation with a sales manager at my last seminar.  The gist of it is this:  he has so many competing responsibilities; it is difficult to spend time with his sales team.  Sound familiar?  It should.  I have heard that idea expressed countless times by...
Joint Sales Calls

Joint Sales Calls

One of the fundamental principles that I’ve held to for my career in sales is this: One of the best things a sales manager can do is make joint sales calls with his/her sales people. While I continue to believe that, I received an email from an Ezine subscriber some...
Changing Commissions

Changing Commissions

Question:  How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Any time you make changes to a sales person’s compensation plan, you are playing with fire.  Any adjustments require that you be...