Category Archives: Success

Rethinking Sales Incentives – The Science of Motivation

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‘Rethinking Sales Incentives’ was voted as the Number 8 Sales Trends for 2011. Incentive programs, commissions and bonuses have been synonymous with sales teams for at least the last 50 years. However throwing more money at sales teams to perform better, especially in these more complex and creative times may be a thing of the […]

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5 top tips on how to produce a winning sales proposal

A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a client or prospect. This is a critical part of the sales process. Many sales people however, loathe producing proposals and consider it a chore believing […]

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Are you a Sales Pioneer?

‘Sales Pioneer’ was voted as the Number 7 Sales Trends for 2011. As the business world and selling become increasingly complicated, the Sales Pioneer is emerging to help us all map a pathway to the future. Unafraid to ask the hard questions, uncover new opportunities and challenge the precepts and ideas of their clients and […]

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Why we should coach, manage & measure Sales Inputs rather than Sales Results

Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results – the Outcomes. Managing by numbers, sales managers can get blinded by measuring the number of sales made and revenue and profit margins achieved rather than focusing on the vital […]

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Like exercise, prospect a little each day and stay sales fit

Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task of prospecting anxiety provoking and tend to put off the prospecting task in favour of more desirable or less frightening tasks. Yet in their desire […]

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What can women and men learn from each other about selling?

The world of selling is transforming before our eyes and there are many lessons for the taking. The latest focus is on the emergence of social media and the internet and its impact on customers’ purchase decisions. However, to date little light has been shone on lessons learnt by men and women about gender differences […]

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How satisfied are you with your sales incentive plan?

A good sales incentive plan rests on a fundamental set of design principles that reward the right behaviours, optimise sales effectiveness, and maximise the return on incentive dollars. Specifically, a good sales incentive plan design: • uses performance metrics that are aligned with the company’s overall strategy; • supports and is consistent with the overall […]

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Can a sales manager be an effective sales coach?

Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with the personal insight to know how to apply them wisely. An effective sales coach is there to help people achieve excellence and realize many more […]

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Should ‘Selling’ be studied at University?

Barrett Research invites you to express your opinion about whether ‘Selling’ should be an applied academic degree. Please complete our Graduate Degree for the Sales Profession’ survey and voice your views. With the profession of Selling becoming increasingly more complex involving many more variables and the shift from product being at the heart of selling […]

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2011 the year of Sales leadership and Integrity

In December 2010 we published The 12 Sales Trends of 2011 and invited readers to vote on what they thought would be the most important trends in sales for this year. Thank you to everyone who shared their views and voted. Every month we will explore one of the trends in more detail, starting with […]

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