Saturday: Sales Performance Management: VOI as a Sales Differentiator

Sales Performance Management gathers the data that Marketing uses to create VOI materials. These VOI materials are then used by Sales…

 

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Sunday: Are You Leaving Money on the Table? Sales Force Sizing in 2011

It has never been more important to keep sales force sizing top of mind  Each day we are uplifted by signs that…

 

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Monday: Structure Your Sales Force To Focus On The Top 20%

Ask yourself, are 80% of my sales resources dedicated to that extremely valuable 20% of our customer base?  If not… 

 

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Tuesday: Does My Initial Application Focus on ‘A’ Players?

How do you know if the person that will be sitting in front of you is somebody that can perform as an ‘A’ player? The ‘A’ player you want is…

 

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Wednesday: A World Class Territory Design Process

In prior Territory Design posts we’ve discussed the business drivers to consider when building territories and analyzing the territory data.  In this post we tie it all together in a 6 step…

 

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Thursday: Growing A Key Account Via the Cross-Sell, Up-Sell, Defend Approach

Growing key accounts involves applying the farming sales process approach known as Account Development. The 4 phases required to…

 

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Friday: Incentive Comp: Getting it Right (part 2 of 3)

3 questions to answer when determining base and variable incentive compensation mix are…

 

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