An important element of sales motivation is the expectations and needs of your sales reps. Salespeople have expectations about the type of compensation and rewards they should receive for hard work ...

In anticipation of our Techonomy Detroit conference on September 16, we are profiling Detroit-area tech startups that are driving the city’s re-emergence as a center of innovation. What do you do as a ...

What's my quota? What's my commission? Such questions have infected corporate sales departments since the 1950s age of the Fuller Brush salesman, with less-than-perfect results. They're too costly in ...

Inadequate product or service knowledge and lack of sufficient effort are, according to a study conducted by the University of North Carolina-Charlotte's Belk College of Business, two main reasons why ...

Watch this week's Short Attention Span Sales Tip here. Welcome to one of the most difficult weeks in the selling year! Many of us — and perhaps even most of us — work quite well in a chaotic ...

"Money isn't everything...as long as you have dough." Iconic songwriters Rodgers and Hammerstein expressed this sentiment 65 years ago, but they may as well have been modern executives talking about ...

“Perfection is achieved not when there is nothing left to add, but when there is nothing left to take away” Antoine de Saint-Exupery The above quote can be interestingly applied to salesperson ...

A couple of weeks ago, I received a phone call from the spouse of a salesperson who works from home. It was her observation that her husband was, despite working a full day and being productive at his ...

Sales are the lifeblood of any business — but selling is hard. When you’re struggling to find new prospects, it’s easy to get down. When you’re struggling to turn prospects into customers, it’s easy ...

Sales success requires more than talent, and more than skill. In sales, the intangibles matter: Perseverance. Self-discipline. Mental toughness. Ask any decorated long-term sales professional, and you ...