How to Design A Sales Compensation Plan that Rewards Performance and Boosts Revenue

In my 30-plus years as a sales executive and sales leadership consultant, I’ve identified a critical error most sales organizations make: not crafting a sales compensation plan that effectively motivates and rewards performance as it drives bottom-line financial results. One reason for this persistent problem is that most companies don’t appreciate the uniqueness of the…

What Makes A Sales Team Work? Teamwork

Could your sales team work more effectively? Work more efficiently? Produce stronger results? If so, the secret to helping your sales team members and your organization achieve more could be teamwork. Sounds simple, right? But as any sports team coach will tell you, superior individual performance depends on the support of a highly functional, supportive…

Active Listening in Sales: The Secret to Selling More by Overcoming Objections and Providing Real Solutions

Active listening is one of the most important skills in the salesperson’s toolbelt. Unfortunately, it is often overlooked and undervalued in the sales process. The result? Sales that should be easy instead become difficult. Sales efforts that can only lead to frustration – for the salesperson and the prospect – continue toward inevitable dead ends.…