Q&A: Getting the Last Look
Sep 29, 2022
Getting the last look. In this response to a question, the writer of the question wants the ability to go in after the bids have been submitted, to look at the competitive bids or at least the lowest bid prices, and to change his/her prices in order to be awarded the business.
I have responses for this on several...
Sep 22, 2022
A client described this situation: Business is flat, and he’s unable to get his sales force to promote the lines that he wants to promote, he’s unable to get them to use some of the new technology that the company wants them to use, and he’s unable to get them to prospect for new customers. He’s faced with...
Sep 15, 2022
Sales managers, deprived of training and solid direction, typically default to one of these styles. Look at each, and the pros and cons of each and determine which applies to you.
Sep 8, 2022
Only about five percent of sales organizations invest in developing their salespeople. Those that do are often the industry leaders. Creating and managing a formal program to develop your salespeople is one of your best investments.
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Sep 1, 2022
There are a lot of 100% commission sales compensation plans around. Should there be? Think deeply about this as I respond to two questions about sales force compensation.