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Chris Whyatt thinks...
Get to Great™ can be traced back to 2001, when Chris Whyatt, its creator, was leading a project for Lotus / IBM to improve their bid win ratio. Chris realised Lotus needed to understand their current capabilities and define their......
An open invitation to a Mentor Get to Great briefing
Our customers are telling us that they need to deliver 20% more with 20% less, and therefore they need to transform their approach to leadership, sales, customer service, as well as other aspects of their business. As ‘do nothing’ is......
A false economy or a great idea - you tell me?
I attended the Summer BBQ of the UK APMP (Association of Proposal Management Professionals) this evening, having played in their golf day that afternoon. I spoke with several 'old' friends and was distressed to find that they had been made......
Is your organisation 'sales ready'?
Successfully selling your company’s capabilities to customers depends on many factors. I have spent a lifetime looking at this subject, focusing on what many people call sales readiness. Sales readiness is what underpins everything that sales and marketing does, including......
A great sales story... or two in fact!
Years ago I did some work on bids for Amdahl (manufacturers of IBM look-a-like mainframes) and the now-retired Sales Director (real old school, brilliant guy) told me this story. He went to see the IT Director of a major IBM......
e-auctions - what are your experiences - good and/or bad?
e-auctions have been about for at least 10 years and I hear mixed views on them, mainly from people who 'win' them but never get any business as a result. What do you think?...
At the Edge of Explosion!
The Edge of Possibility: Where are you Standing?
Have you ever felt like you were on the very edge of outrageous opportunity? Like you were so very close to making everything you ever wanted a reality? Being on the edge of breakthrough is a powerful feeling. You feel so close to your dreams that you somehow summon the extra...
4 Reasons You Can’t Shortcut Your Way to Success
There is no shortcut to success. Unlike every episode with Indiana Jones, there is no Holy Grail of aspirational whymsy whereby you plot a few strategic moves and end up with all the pieces on the board. Success is a mindset. Not a point in time... Everything we ever been told about success...
8 paths to domination and 1 big way to fail
Here's a harsh reality: We're just not tough enough... On my wall framed hangs the famous inspiration quotation from Vince Lombardi about football and winning and what it takes to be number one. It's been on the wall of my office for the past decade. It's my own mezuzah to excellence...
Seth Godin Inspires Indispensable Edginess.
Is what you doing right now something the world can't live without? Are you the difference between success and failure? Are you truly indispensable? "So, Seth, do you consider yourself indispensable?" That's what I wanted to say. But I ran out of time. The reality is that the thinking of a guy like...
We hate to be misunderstood. Better yet, we can't stand over-hearing (in someone else's casual conversation) that our motives or intention suck. How many times have you been in a conversation with a bunch of people when you thought you heard your name spaced too close to an insult or...
For those of you who ignored my rage against the fad of making New Years resolutions, I say "bravo"... Sure it's a mindless waste of time to commit to an important goal for just a few months, but you already knew that. All rage aside, I have goals for my...
Sell More, Work Less and Make More Money by Colleen Francis
Snap Out of It! 12 Tips for Breaking out of a Slump and Getting Back on Track
Sales people who are struggling with the economy now or those who just have a poor start at the beginning of a year, often find themselves struggling for the rest of the year to catch up. The good news is, whatever you’re experiencing, we’ve all been there at least once....
The real power behind social media is how it can help transform you from being a complete stranger into a known quantity even among groups of people you’ve not even met yet. As marketing and social media strategist Kneale Mann sums up rather nicely, the benefit is that “social media...
While many of you are already benefiting from our discussion on how to convert leads to customer from last week and question I have been getting is how to deal with the “let me think it over” objection. The trick with this objection is determining whether it’s a real objection or...
Colleen Answers: How do I get prospects to take action?
How do I get prospects to take action? This is a common question I hear during training sessions. And one that was of the top of your list as reported during our sales survey in January We are all facing pressure from our companies our managers and even yourselves (or maybe even...
Join me on the Love Sex Business Teleseminar!
Very soon I will be speaking for the Love, Sex and Business Tele-Seminar series and I would love for you to join me. When you attend this tele-seminar you will hear from the most inspiring, motivating and high achieving speakers who reveal steps and secrets to managing your business and...
Super Sales tips from the Super Bowl
When is a football game not just a football game? When it becomes a sales lesson as well! Here are 4 winning tips from Sunday’s big game that you can apply to your business today 1. Big risks can pay off big. The Saint’s on side kick to start the second...
The Sales Wars
I have had the good fortune of joining a group of professionals in building up a startup. While this experience has been rewarding and challenging, its also been a bit humbling. My moment of “self-realization” showed up when our CEO came to me and asked if I could help build a presentation...
“Local Mediocre Blogger Gets Butt Kicked By Closest Friend”
One of my closest friends is in the midst of a job search. His story is no different that the scores out there who are great people, doing good work, who were motivated to find work elsewhere. So he sends me an email with the title “What do you think ?” ...
Rain Man was a Re’ tard and He did Alright
One of my friends has a MBA from a really good school with a really bad football team. A school so highly regarded that when they received my application some years ago, they not only rejected me on basis of my academic performance, but they added that with my interpretation...
Why Your Demos Need to Tell a Story
When presenting a complex solution, the most effective means of engaging the audience is to create and tell a story that is relevant and is modeled around the prospect’s business. Most will have a story built around their demo data, for ex. “This is ABC Company and they produce widgets”. ZZZZZZZ…oh sorry…I was...
Scattered, Smothered, and Covered….
After my arranged engagement/marriage fell apart over religious differences, she drove a Chevy, I a Ford; I went to drown my sorrows at the only place appropriate to fill the emotional void that filled my heart….the Waffle House. Now for our Yankee readers, our Waffle House is the equivalent to your...
From Doyle Slaton at SalesBlogcast.com… I’m giving away my new eBook “15 Rules for Becoming a Top Producer!” *IMPORTANT NOTE: This eBook is best suited for highly driven sales and leadership minded business professionals. I’d appreciate your help in spreading the word. Please let everyone know they can get the FREE eBook at...
The Fashionable Housewife
Hot Trends from The Makeup Show: Mineral Makeup
At the LA Makeup Show last weekend, one thing was clear: mineral makeup is more than a fad. It’s already taken over a significant share of the market, and all signs indicate that it will keep growing. So what’s the big deal? Well, traditionally makeup contains some type of petroleum...
There are so many great new trends that will be popping up for Spring 2010, but one of our favorites is polka dots. Why? Because they’re fun, feminine and can add a bit of whimsy to your everyday outfits. You might already have some polka dotted pieces sitting in your wardrobe,...
With Spring just around the corner, or so the calendar says, it is about time to freshen up our wardrobes! Nothing has me more inspired this Spring than the Nautical pieces that are floating around in my dreams and at my local mall. Collections from the likes Dolce and Gabbana and Michael...
Paraben and Sulfate-Free Hair Products at up to 70% off!
Since Sarah-Jean and I are both in the middle of needing some sulfate-free shampoos (you NEED to use them with Keratin treatments. It’s a must-have!), I thought there might be one or two of you out there who’d be interested in checking out this sale! Jasmere.com is offering Danu hair...
Sparkle and Shine with ideeli’s Cara Sale!
Maybe it’s because I spent all last night watching Olympic Figure Skating, or maybe it’s just the girly side of me that loves a little sparkle, but I’m oh-so excited for the Cara sale starting today on ideeli! Here’s a little bit more about the brand: Beautiful accessories are undoubtedly the...
Linea Pelle Coupon Code for 25% off Dylan Collection
We have an exclusive discount code just for you!! Linea Pelle is offering readers of The Fashionable Housewife a whopping 25% OFF the entire Dylan line for just 24 hours!!!! Dylan is their most popular line, worn by celebrities such as Lauren Bosworth, Vanessa Hudgens, Marcia Cross, and many others! Use...
CASKEY Sales Training » The Advanced Selling Podcast
Advanced Selling Podcast – A Toolbox For Sales People
Our Advanced Selling Podcast has taken up residency on a new site. We hope you’ll visit and listen in on conversations to help you grow your business. Go to Advanced Selling Podcast and listen to the last 5 shows…or go to iTunes-The Advanced Selling Podcast to subscribe. You’ll have to have...
Sales Podcast: Are You Keeping Your Skills Sharp? (Part 2)
Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.” It is our belief that all “great performers have great minds.” It doesn’t mean they’re smart. It means they are wired for success. So in the sales profession, what should you...
Sales Podcast: Are You Keeping Your Skills Sharp?
Isn’t it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, “You lose what you don’t use.” In this episode, Bryan and Bill review several of the 10 Skill Sets needed to...
Sales Podcast: What’s More Important–Techniques or Technique?
The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “technique” (singular) to selling that is more important than the “techniques” used to sell. We don’t like the idea of “sales techniques” – it...
Sales Podcast: What to Do When the Wheels Fall Off the Deal
In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice...
Sales Podcast: When Your Solution Isn’t Quite Right
This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill...
Heavy Hitter Sales Blog
Are You Going to the Sales Event of The Year? I AM!
JIGSAW'S SALES JAM!!! The Sales Event of the Year The 2010 Sales Jam is the inaugural gathering of sales professionals who want to learn new processes and technologies that will vault them to new heights in their careers- and have......
Inspirational Sales Quotes for the New Year!
Here’s a few of my favorite quotes from Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy: A smart person knows how something works, a clever person knows how to get something......
15,000 Salespeople later: IT'S SALES LINGUISTICS!!!
January is one of my busiest times of the year and since the beginning of the year I have had privilege of speaking to over 15,000 salespeople at annual sales kickoffs around the world. In order to prepare for these......
Avoid the Year End Deal Cesspool!
Here’s one of my favorite year end sales stories… READ BRIAN'S STORY BELOW …” Brian was presenting his forecast in front of his teammates and explaining why a deal that he had originally forecasted to close in the quarter came......
Q4 Forecast! Exaggerators, Sandbaggers, Heavy Hitters
The old saying that time is money is actually wrong. Time is actually far more important than money. Time is your most valuable possession. It’s also finite. You only have so many days in a month or quarter. That’s why......
Selling the C-Suite Using Sales Linguistics
In my new book Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince C-Level Executives to Buy, I help salespeople learn how to winover senior executives using Sales Linguistics. But what exactly is Sales Linguistics? Every......
SELLING JOURNAL
The Biggest False Assumption (Sales Training)
A discussion was recently started in the SalesPractice.com sales training forum titled, “How to shorten the sales cycle”. Here is a copy of the original post: “For sake of discussion let’s say that… …the prospect trusts you, respects you and values the relationship. …you are working with a prospect who has the authority,...
Earlier this week I was asked to answer the question, “If personal selling could be summed up in one or two words what would those two words be?” and the phrase, “Trusted Facilitation” immediately came to mind. I realize that the phrase “Trusted Facilitation” is not commonly referred to and/or...
Dirty Little Secrets by Sharon Drew Morgen
Dirty Little Secrets - why buyers can’t buy and sellers can’t sell and what you can do about it. “This book is disturbing. It pulls back the veil: we’ll never be able to go back to the old way of just selling a solution. This book teaches us what has been...
Think and Grow Rich is a motivational personal development and self-help book written by Napoleon Hill and inspired by a suggestion by Scottish-American billionaire Andrew Carnegie. Free Digital Download PDF eBook Edition at http://www.salespractice.com/forums/t-10809.html...
Since 1999 SalesPractice.com, the oldest and most respected sales training community on the Internet, has offered FREE sales training resources to sales professionals around the globe. Now through a partnership with world class business-to-business (B2B) and business-to-consumer (B2C) sales training providers SalesPractice.com is offering professional sales training in the United...
What are Trigger Events? How to use them?
By Alen Majer Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for...
Score More Sales
Fab 50 Tour Stop in Seattle Was Amazing!
Leave it to social media expert Mari Smith to get the audience excited. “Trust is a series of small promises,” she told the audience on March 5 in Seattle – “social media is all about building trust.” With a turnout of over 300, the Small Biz Inspiration tour stop...
Try a Little Kindness to Build Business Relationships
This is a radical concept – kindness – but since witnessing several incidents with a lack of it at recent networking events, I thought it time to address this issue. Kindness, and the art of making others look good. Sponsor note: Every Friday, I mention one of the sponsors of the...
We Are Looking for Sales SUPER Stars!
This is not a job posting -but a recognition posting – are YOU a top sales star? See my post about this and get your name, or the name of your favorite top sales producer in now, for a contest that AllBusiness and Top Sales Experts hosts....
Big Audacious Goals Project – The Fabulous 50-50-50-50
Did you set big goals in January? Want to set big goals but don’t know where to start? Can you grow sales revenues by setting big goals? How about declaring public sales goals and activity goals – will THAT work? On January 1, I dove into the chilly water of Birch...
Declare Your Goals and Make Them Happen – Webinar
Time sensitive: If you can join us via webinar on Tuesday, 2/16 at 9AM Pacific / Noon Eastern, please join me and motivational speaker Billy Cox on how to set attainable goals. This is a Top Sales Experts presentation you don’t want to miss. Personally, I believe in making public declarations...
New Hampshire & MA Entrepreneurs
Last week in Manchester, NH, I met some amazing local small business owners. Some, like handbag entrepreneur Becky Oh, in the photo, was busy innovating and attending weekend indie gift shows, and finding other ways to be seen, growing visibility, and growing business. Special guest Lou Bortone, the online video guy,...
SalesBlogcast
The “Yes” That Can Build or Break the Spirit
When I get home from work, my biggest challenge is "turning work off." I have a tendency to walk in the door... give my wife and my girls their hugs and kisses... get something quick to eat... and then go straight to the computer. The most important thing to remember is that...
I recently heard a business owner complain about how his sales team is trapped in the price driven sale. He says his sales people are submitting copies of competitor invoices and requesting approval on discounted proposals. It’s unrealistic to think that price doesn’t play a factor. Everything hinges on...
Is the Sales Profession Dying?
Is the Sales Profession Dying? No... You are just listening to the wrong people! I recently attended a sales and marketing conference. During one presentation, the focus turned to “Closing Techniques.” The presenter shared word-for-word scripts that would lead the prospect to “YES!” Inevitably, someone in the...
Getting Back to Basics vs. Outdated Sales Tactics?
There are those who say the old school style of selling is dead, "The way we sell has changed." Then there are those who remind us to "get back to basics." You could say that both view points are valid... but how do you know when the basics are still the...
2 Ways to Outsell Your Fiercest Competitor!
If you are in a highly competitive industry, you are always going up against an arch rival that’s chasing after the same business opportunities. They are a formidable foe. Just like you, they are willing to work harder than anyone else, they crank out the phone calls, they...
What Have You In Common With Idols and Olympians?
Call my goofy, but American Idol is one of my favorite shows of all time. I think I could watch it all... day... long. I’ve always been drawn to people with talent, big dreams, and high aspirations. I enjoy the Olympics for many of the same reasons. It’s...
Sales Lead Management Association Blog
: <a target="_blank" href="http://ruthstevens.com">http://ruthstevens.com</a> <br> <br> <strong>Who are your mentors and why?</strong> <br> I learned much from Jim Obermayer, who explained to me the crucial "Rule of 45," that says 45% of inquirers will eventually buy in the category--and thus supports the business case for lead nurturing. <br> <strong><br> What is...
PRACTICE! The second fundamental success factor is Practice, Practice, Practice.
Editors Note: This is the second installment of Patrick McClures Two Fundamentals of Success <br> <br> I was at a seminar this week and Michael Phelps, the world-class Olympic swimmer who has won more medals (14) than anyone else in the world, was being interviewed. He was asked why...
Advanced B2B Sales Lead Management Strategies: A Report for CMO’s on what’s really working today.
<em>SLMA Editors Note: This is not a paid announcement. This seems to be an interesting webinar with knowledgeable industry experts. </em> <br> <br> Thursday, March 11, 2010 11:00 AM Pacific Standard Time <p>Direct from the front lines, hear the latest trends, and learn about successful programs, strategies and tactics from three of...
An Interview with Joe Lethert, one of the "50 Most Influential Sales Lead Management Professionals":
<p>Company URL <a href="http://www.performark.com">http://www.performark.com</a> </p> <p><strong>Who are your mentors and why? <br></strong><br> My father. He was an accountant but a born sales person. He taught me the value of relationships. It has shaped our model.</p> <p><strong>What is the most helpful advice you've received to improve your business? </strong></p> <p>Cash is everything. Great ideas can only be...
COACHING: The First Fundamenal of Success: Get a Coach!
<p><span style= "FONT-FAMILY: 'Arial Narrow','sans-serif'; COLOR: #669bd0; FONT-SIZE: 12pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: EN-US; mso-bidi-language: AR-SA"> <span style= "FONT-FAMILY: 'Arial Narrow','sans-serif'; COLOR: #669bd0; FONT-SIZE: 12pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: EN-US; mso-bidi-language: AR-SA"> <span style= "LINE-HEIGHT: 115%; FONT-FAMILY:...
<strong>Company URL</strong>: <a href="http://www.bridgegroupinc.com">www.bridgegroupinc.com</a> <br> <br> <strong>Number of Years in Sales Lead Management:</strong> 30 <br> <br> <strong>Who are your mentors and why?</strong> <br> Mentors is a bit of a strong term but people whose books I have read that have inspired me and that I continue to follow via social...
Modern B2B Marketing | Marketo Blog
5 Ways to Write a Killer B2B Blog Post
Learn to consistently write killer B2B blog posts with these five tips from the Marketo Modern B2B Marketing Blog....
Sales 2.0: Sell Faster, Better, and Smarter
The Sales 2.0 Conference in San Francisco has kicked off with quite a big start. The event is bringing together sales and marketing leaders to leverage sales-oriented SaaS technologies so their teams can sell faster, better, and smarter....
Is Your B2B Company REALLY Ready for Social Media?
Here’s a checklist designed to help you determine if your organization is ready for Social Media Marketing and, if so, how to make your efforts successful....
Marketing Automation: Simple Ways to Get Started
For B2B organizations looking to shorten sales cycles, increase revenue and achieve better marketing ROI, marketing automation is the natural answer. This post lists out ways for marketers to get started with marketing automation....
Marketing Automation Maintenance Checklist
By following this quick checklist, you will make sure your marketing automation campaigns continue to help leads move through your pipeline and that you keep your sales team happy....
You Don’t Know Jack About Online Marketing – More than Just the Coolest Marketing Game Ever
You Don’t Know Jack About Online Marketing – This post explains why this is more than just the Coolest Marketing Game Ever!...
The SalesRoundup Podcast
Selling in the New Normal Part 3
The “New Normal” Part 3 Have you heard any sales people say “I can’t wait for things to get back to normal”? We’ve heard that several times in the past 2 years and it never fails to discourage us. Hopefully you’re not waiting for things to “go...
Selling in the New Normal Part 2 Interview with Jeff and Chad Koser
The “New Normal” Part 2 Have you heard any sales people say “I can’t wait for things to get back to normal”? We’ve heard that several times in the past 2 years and it never fails to discourage us. Hopefully you’re not waiting for things to “go back to normal” because...
Part 1 Mike and Joe Talk about the “New Normal” Have you heard any sales people say “I can’t wait for things to get back to normal”? We’ve heard that several times in the past 2 years and it never fails to discourage us. Hopefully you’re not waiting for things to...
Sales Professional’s guide to Key Account Planning Part 3 - Community Mail
Part 3 we answer your Questions on Account Plans If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors...
Sales Professional’s guide to Key Account Planning Part 2 an Interview with InfoMentis
Part 2 an Interview with Phil Bush Principal with InfoMentis If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your...
Sales Professional’s guide to Key Account Planning
If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can’t figure out why, then key...
The Growth Guy
Richard Branson Lessons; Tom Peters Book; Carlos Slim #1; Vinod Khosla Coral Miracle
"...keeping you great" HEADLINES: Tom Peters New Book -- released Tuesday and entitled The Little Big Things: 163 Ways to Pursue Excellence -- I'll get it read over the weekend and report the best pages next week. Bill Gates not......
Most Important Book; Sticky Ideas; Clay Gilbert; Chip Heath Webcast March 25
"...out-learning the competition" HEADLINES: Critical Room Situation -- we've already exceeded our room block for the Sales & Marketing Summit, Las Vegas, April 20 -- 22 (the great news). The M Resort is guaranteeing further reservations for the $125 rate......
Buffett's Annual Letter Highlights; Jim Collin's Latest Article; Most Admired Company List
"...keeping you great" HEADLINES: "Leadership and power are very different ideas. Leadership only exists when people have the freedom NOT to follow." Jim Collins, Success Magazine Warren Buffett's Annual Letter -- published last week, here's a link to this must......
Marketing is Fun Again; Brian Halligan; Inbound Marketing Chapter 2; Best Video
"...out-learn the competition" HEADLINES: London, Dubai, Shanghai -- these are my next stops -- April 8 is a full day "Four Decisions" workshop (updated Rockefeller Habits) in Shanghai; March 23 London and April 6 Dubai finish out my ASEA tour......
Best Marketing Idea; Australia's Next Move; Rapper 50 Cent
"...keeping you great" HEADLINES: Best Marketing Idea -- (listed below) but first... Australia Aligns with Asia -- I'm just back from our Growth Summit in Sydney last week, where unemployment is running below 6%, housing prices are rising, and the......
How Not to Communicate; Five Lessons; Complimentary App
"...keeping you great" HEADLINES: (technologies) How Not to Communicate -- Sam Goodner, CEO of Catapult Systems , posted this entertaining and short video highlighting the "old" ways of communicating in business. Enjoy. What is UC -- not to be confused......
Understanding the Sales Force
What Are Reasonable Sales Management Expectations?
Understanding the Sales Force by Dave KurlanI am often asked which of the various services we provide to companies can be done in-house, by the executive team. Fair question. Answer: All of them.So why would companies use us or others with our expertise? Answer: Because when they try to do...
Sales Leadership - a Balancing Act to Achieve Compliance and Quotas
Understanding the Sales Force by Dave KurlanMy guest on this week's episode of Meet the Sales Experts was Phil Harris, Worldwide VP of Sales for Akibia. We covered many areas of Sales Leadership that fall under the direction of someone in Phil's role including cultural issues, competition among sales managers,...
Sales Coaching - Are Sales Managers Any Good at This Function?
Understanding the Sales Force by Dave KurlanI've written extensively about sales coaching before. Yesterday, a fairly typical day, I coached 4 different sales experts and 2 clients on how to more effectively coach salespeople and sales managers. I have noticed that most sales managers believe that they're fairly good at...
Top 10 Rules for Getting Salespeople to Follow Your Sales Process
Understanding the Sales Force by Dave KurlanOur priest was sharing his frustration over parishioners who took shortcuts and left church early. At a parish he was assigned to earlier in his career, parishioners received the host and exited via the side door without returning to their seats for the remainder...
The Top 5 Factors to Predict Sales Turnover
Understanding the Sales Force by Dave KurlanYesterday, I began a discussion about sales longevity or, if you prefer, turnover. What are the factors that lead to turnover and how much of that can be predicted? Start with yesterday's article on How Long Will a Salesperson Stick?Get ready for a discussion...
Salesperson ROI - How Long Must They Stick to Pay Off? - Part 1
Understanding the Sales Force by Dave KurlanIs there a connection between sales success and tenure? Is it really a given that a successful salesperson will stick around longer than an unsuccessful salesperson?There are other factors, like the compensation program. Will an unsuccessful salesperson who is compensated mostly by salary stick...