Since 2021, the number of workers resigning from full-time paid jobs has increased significantly, more than at any other time in recent decades. The massive disruption in the workforce of industries has clearly impacted sales significantly and disrupted the way…
A sales manager should be able to help the sales team identify its strengths and weaknesses to drive performance. They should also be able to develop a strategy that aligns with the salesperson’s strengths and provide constructive feedback in order…
As sales reps, you’re likely juggling many things. You’re keeping track of pipelines and funnels, trying to close that one deal, and working through different business development measures. Incentive compensation and its calculation are probably not something that you get…
In the world of Sales Performance Management (SPM), maximizing returns on sales investment in the form of optimal business performance is the primary success criteria. To this end, the underlying concepts of smart sales performance management have steered companies to…
It is generally known that motivated salespeople are driven to sell more. The challenge is how to consistently create and sustain an environment that drives such motivation while also achieving your strategic and sales targets? The answer can be complex,…
Data everywhere In recent years, words such as the digital economy and data economy have bounced around the business world. An increasing number of organizations are shifting their business models and associated role requirements to reconcile technological enhancements with current…
Essential. Fast-paced. At the cusp of a technological revolution. Ridden with regulations. These are the words that define the global healthcare industry today. With the addition of the sudden onset of the COVID-19 pandemic of cataclysmic proportions, healthcare is one…
Sales forces are predominantly the driving force of any organization, and sales reps play a fundamental role in generating sales revenue. Successful sales reps serve as gatekeepers to growth and development, and how they approach a sale can make a…
For a lot of organizations, Excel or other spreadsheets are their safe place. They’re easy to use, provide a fair amount of visibility, and are relatively simple to maintain. As a tabulation and calculation tool, it seems like a good…
The retail landscape has undergone a severe disruption in 2020. Modern retail has already seen its fair share of challenges over the years with growing overseas competition, international sourcing issues, pricing pressures, socioeconomic changes and the overwhelming power of digital…
