Every field sales team has a number of challenges to overcome—and not all of them are external. For example, if your team isn’t doing a great job selling your products and services, then you can bet that you’ll have some unhappy customers on your hands. And while it’s easy to say that “customers don’t buy […]
I used to think that sales managers should be out selling. I thought it was a great way to build relationships and create leads. In fact, I thought that this was the only way you could lead a sales team. Now as a VP of Sales at my company and looking back on my career […]
As a sales manager, you want to make sure that your company’s sales compensation structure provides enough motivation for your team members to perform well and earn commission. You also want to ensure that it makes financial sense for the business as a whole. Here are five popular sales compensation structures, so you can choose […]
Most salespeople don’t like taking notes. They see it as a waste of time, a distraction from the conversation, or something that will make them look like an amateur. But there’s one very good reason to take notes: it helps you remember what happened during your calls. How many times have you talked to someone […]
