 Category :: Sales Management Articles |
Author :: Virden Thornton  |
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| Article Title :: The "Employment Tests" Myth |
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| In a comprehensive article on hiring myths, Ira S. Wolfe, the President of Poised For The Future Company, quotes The U.S. Department of Labor, which recommends a “whole person approach” to screening employment candidates. In his article, Wolfe asks the question, “Can a good test compensate for a lack of good interviewing skills?” His response was an emphatic, “No. No. No”.Having conducted hundreds of employment interviews over the last 39 years as a business owner, department head, and sales management consultant and coach, I must agree with Wolfe’s assessment of the value of testing. In my view, employment tests should be valued no more than 20 percent in the overall (read full article) |
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| Category :: Sales Management Articles |
Author :: Virden Thornton |
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| Article Title :: The "Sales Goals Motivate" Myth |
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| It is impossible to motivate anyone but yourself. All a sales manager can do to motivate those members of the sales team, is to set a climate where staff members motivate themselves. However, some managers sincerely believe that formal goal setting sets a climate for self motivation. And, because managers believe that goal setting motivates, a variety of programs that use goal-setting strategies, like Management by Objectives (MBO), have been widely employed in businesses and professional organizations across the United States and Canada. But, longer term studies of these methods suggest that the success of these programs is minimal at best--because as some observers have found, while on (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Top Sales Consultant Asks: Is It Time To Evaluate Your Compensation Plan? |
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| I was discussing the compensation plan of a reasonably new company with its national sales director the other day, and for a very intelligent guy he sure sounded dumb.“We pay 10%” commission,” he asserted, though my math indicated it was 7.5%.(These differences add up when you’re speaking of thousands of dollars on every deal.)I asked him if he knew what’s typically paid in straight commission situations.He said 10%.Wrong, again; it’s closer to 20%, and 25% and 30% are not unheard of, especially if you’re speaking about paying an outsource company.Straight commission deals mean salespeople are taking on tremendous risk. If they sell, (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: Does Your Sales Training Program Address Your Sales Performance Issues? Part 1 |
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| Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits.But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales performance issues I get the look of “No speak English’.Let’s first categorize ‘Sales performance issues’. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out. They are:• % of Sales reps to Quota
• Average New-hire Ra (read full article) |
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| Category :: Sales Management Articles |
Author :: Jeff Hardesty |
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| Article Title :: Does Your Sales Training Program Address Your Sales Performance Issues? Part 2 |
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| In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. We first documented the main sales performance issues. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out. They are:• % of Sales reps to Quota
• Average New-hire Ramp-to-Quota in months
• Sales Employee Turnover rate
• Time spent versus Result achievedNext we, listed (4) steps to find out if you have any sales performance issues in each individual sales performance silo and if so to what degree. They were:Step 1: (read full article) |
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| Category :: Sales Management Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Top Sales Pro Says: Try Thanking Your Inactive Accounts! |
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| Defensiveness can be defined several ways.One that I like is “Reacting to nearly everything that is said or done as if it is a personal attack on you.”So, someone passes you in the hall at work and says: “Hello,” and you think: “I wonder what he MEANT by that!”We can also become defensive with our clients, especially if they ARE attacking us or criticizing our products, or they’re thinking of bolting toward our competitors.The same negative feelings crop up when we believe that they’ve already stopped doing business with us for good.This isn’t a helpful concern to have if you’ve decided to contact your inactive accounts by phone. If y (read full article) |
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