Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Need more sales management resources?

Slammed! Sales Management Book Camp

Your Sales Management Guru

The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. I don’t think my compensation plan is working.

Trending Sources

The Sales Manager’s Success Checklist

Steven Rosen

January sales are in, how are you doing? It is far to early to look your at sales. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. Do All Your Sales Reps Have Strong Business Plans?

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Make your sales meetings fun. Muscle up your sales team.

Your Sales Management Pitch to Hire Better Sales People

Anthony Cole Training

There isn’t a single sales manager, sales executive or company president that tells a prospective new hire that the compensation program is poor, there is a lack of support, the company does not occupy a strong position in the market and there is no chance for professional advancement!

Why You Can't Fill Your Open Sales Manager Positions

Sales Benchmark Index

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Poor compensation. Weak sales strategy.

In This Corner – The Sales Manager


You may first partner with us because we offer the best partner compensation and benefits in the industry. The post In This Corner – The Sales Manager appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"].

2015 Sales Compensation Plans

Your Sales Management Guru

Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Compensation plans shouldn’t be developed in a vacuum. What are sales goals?

Will These 6 Tests Save 2013’s Sales Compensation Plan?

Sales Benchmark Index

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan.

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined.

More Crazy Thinking About Compensation

Partners in Excellence

This morning I get a call, it’s the CEO and VP of Sales on a conference phone. I probed, asking some questions about the compensation plan. As we talked, it was clear the sales people had sufficient high quality opportunities.

You Get What You Measure/Compensate For!

Partners in Excellence

It’s an age old adage, “You get what you measure and compensate for.” ” If it were true, why do we have such a gap in sales quota performance? We’re measuring it, we’re tracking it, but the majority of sales people aren’t achieving their goals.

Be a better Sales Manager, check out this Boot Camp Sept 22nd

Your Sales Management Guru

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn I thought I should share with you an answer to many challenges Sales Managers face. Sales Management Tools, Best Practice Guides.

Top 20 Reasons Why Sales Managers Suck at Coaching

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening.

Guest Post: Top 20 Reasons Why Sales Managers Suck at Coaching

Jonathan Farrington

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren’t more sales managers effective at coaching salespeople? DNA – They don’t have the DNA to support effective sales coaching.

Let’s Start Talking About Sales Manager Enablement

Partners in Excellence

There are 1000’s of articles, dozens of books on sales enablement. In the US alone, between training, technology, and tools, over $25Billion is spent each year on enabling sales people. There are dozens of software tools/platforms, with new one’s springing up every week that focus only on sales enablement. What about sales managers? What are we doing in sales manager enablement? Should Sales Managers Coach?

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. Need more sales management resources?

Stopping the Talent Exodus of ‘A’ Player Sales Managers

Sales Benchmark Index

The loss of a talented sales manager is troubling. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy. Why Your Best Sales Reps Leave. How HR Stops the Exit of Top Sales Talent. Compensation.

Sales Management Book of the Month

Steven Rosen

Slammed: For the First Time Sales Manager. For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”.

Mailbag: How Do I Hire a Great Sales Manager

The Sales Blog

Mailbag: How Do I Hire a Great Sales Manager is a post from: The Sales Blog | S. Mark writes, “Can you write on the ‘How-to’s’ of hiring great sales managers, setting expectations, compensation packages, and key places to find this unicorn?”

Sales Management Effectiveness: How to Radically Improve Sales

Igniting Sales Transformation

In order to achieve outstanding sales success, your sales team members need incentives, inspiring sales training and the right attitude. Here, we take a more detailed look at how an effective sales manager can radically improve sales within an organisation.

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? Recruit a Top-Tier Sales Team. Manage the Best! Sales Systems that Build Predictable Revenue.

Sales Performance Management: Not Your Parent’s Compensation Calculator


Sales Performance Management (SPM) has truly evolved over the last 10+ years from the days of having an on-premise solution that primarily automated the compensation calculation process with basic reporting, to a new dynamic frontier with extended capabilities.

Sales Managers – Why Isn’t Goal Setting Easy?

Anthony Cole Training

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have.

SME 55

Why Sales Team Isn't Performing As Expected (Pt.7) - Sales Management

Anthony Cole Training

To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand.

5 Star Model Is Your Best Sales Management Friend

Increase Sales

Chaos sometimes appears to reign supreme especially for those in executive leadership, sales management and even more so for the solo entrepreneur (SOHO). Rewards from compensation to time off may be inhibiting the motivation of your sales team.

Band Aid Management Or Sales Management Operating System?

Partners in Excellence

The job of the sales leader is to maximize the performance of the organization. The sales leader has to make sure the organization is working as effectively and efficiently as possible, executing the corporate strategy with the customers.

Should Marketing Be Compensated On Revenue?


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. If this is true, and no one has refuted me yet, why isn’t marketing management (and everyone in the marketing department) compensated in some manner on revenue the same way sales people and sales management are paid? Revenue just from sales leads generated by marketing.

How to Compensate A Telesales Staff To Set Appointments

MTD Sales Training

With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams. Commission on the Sale.

Sales Leadership: Compensation and Summer Fun

Your Sales Management Guru

Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. In this blog I wanted to share a few basic ideas from my books on sales management: Leading High Performance Sales Teams and Creating Sales Compensation Plans for High Performance.

Key Sales Management Actions to Prepare for 2015

Fill the Funnel

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. You get the idea -these are key sales management actions to be thinking about.

New Product? Don’t Forget to Update the Sales Compensation Plan

Sales Benchmark Index

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. What about the sales compensation plan? The success of the product launch lies in the performance of the sales reps. Focus on new product sales.

Motivating salespeople – lessons from West Point

Sales Training Connection

All of us in Sales, regardless what we do, have a propensity to focus on whatever it takes to get salespeople motivated – whether internal or instrumental motives. What are the implications for how we train , manage and coach , and compensate salespeople?

Sales 89

Align Sales Compensation with Your Goals

Your Sales Management Guru

Align Sales Compensation with Your Goals. A compensation plan that works. Note: This weeks blog is a excerpt from my new book: “Creating High Performance Sales Teams” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Are your sales goals orders- or bookings-based?

How to Keep a Sales Team Motivated

Sales Benchmark Index

Q1 is almost over and your reps still do not have their compensation plans. As a sales manager, you face a serious challenge. Talent Management Sales Leader Sales Management Sales Manager Sales Manager Resources

How To 113

Sales Leadership Dysfunction — Dysfunctional Compensation Plans

Partners in Excellence

My last post inn this series was “ Super Hero Sales Managers.” ” I hesitated for a moment discussing this topic–sales compensation plans. I can barely scratch the surface on this topic, sales people, sales executives, and non sales executives invovled in compensation are likely to be unhappy. As a result, all their answers to performance challenges are adjustments to the compensation plan.

Evaluating sales compensation processes to avoid automated chaos


Getting into the swing of 2017, your company is ready to be liberated from the ancient tools handicapping your sales efforts to a mindbendingly slow pace. However, automation is not necessarily the answer to all sales compensation problems – in fact, a new shiny tool could be a huge investment that only helps the company make the same mistakes faster. Take a fresh look at your sales compensation processes before considering the investment of a new tool.

Sales Managers Have the Hardest Job in Sales | Sales Motivation.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales. No sales. sales.

Align Sales Compensation With Your Goals: ?A Compensation Plan That Works

A Sales Guy

Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Understanding Cost of Sales.

Sales 15

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. Sales Enablement.

Tools 87