Sales Consultancy · Sales Recruitment · Sales Strategy · Sales Training · Solution Selling

Sales Performance Related Pay – Rewards Schemes for the Sales Team

It would seem intuitive to suggest that linking additional rewards to additional outputs would be a win for both stakeholders and shareholders, but is this really the case? In many organisations the Stakeholders (sales team and sales management) and Shareholder’s views and needs are polar opposites… the former wants the highest rewards for the lowest… Continue reading Sales Performance Related Pay – Rewards Schemes for the Sales Team

Sales Consultancy · Sales Recruitment

Attracting and Retaining Sales Talent

Competition for great sales people is tough. Recent trading conditions mean that speculative job searches by talented sales people have diminished. Keen to be seen as loyal and benefit from current job security, they are keeping their heads down. Likewise savvy employers and making sure they look after their key sales performers. Do I think… Continue reading Attracting and Retaining Sales Talent

Sales Consultancy · Sales Recruitment · Sales Strategy · Sales Training · Solution Selling

Goal Setting for the Successful Sales Team

Who’s hitting their sales target? Everyone in the sales team I hope….. From my experience, those that aren’t can usually look at one of the following reasons as a possible cause: Resistance to setting and committing to firm goals Absence of a routine action plan that will consistently allow them to move towards achieving the… Continue reading Goal Setting for the Successful Sales Team