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Commissions are a very subjective thing, and for most sales people, a very personal thing, and rightfully so. The one thing that everyone seems to agree on is that the incentive plan should drive results. Of course, that assumes that you have the right plan in place. After that, you get little agreement.
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A Play in One Act: Why Can't Tiffany Sell to Men?

As the scene opens, the sales manager is having a private sales coaching meeting with Tiffany, one of his average-performing salespeople. Tiffany is sitting back in her chair, legs extended, looking tired and frustrated.
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I am clever. You can tell because the title of this article rhymes. I am also trendy which means I have been the victim of some pretty terrible movements in fashion, hair, you name it. I had a bowl cut back in ’95, I owned cargo pants from Old Navy in ’98 (which I am going to resurrect in 2010), Read More

Competitive intelligence is an increasingly critical skill. The economy has made the business environment more competitive. However, the increasingly social Web is big factor.

Companies (your competitors) are leaking more information than ever into social media channels. Snooping on these dropped hints and disclosures can give you a big strategic advantage.
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Mike Damphousse, of Smash Mouth Marketing blog does an interesting survey of several lead generation experts.

How aggressively do I go after them? Do I pounce immediately? Do I pause and call shortly thereafter? Do I just nurture them? Do I wait a couple days then call?

This is definitely the top question we get about Internet lead management at Kaleidico. So, what do the experts say? Read More

One of our top performers called me to her cube today and said, “Doyle… I need your help. I was supposed to get a final decision today from a big account I’ve been waiting on. Although the prospect promised to call me… she didn’t. I’ve tried calling her and haven’t been able to reach her. It’s the end of the day, and I’m writing her an email. Can you read over it and tell me what you think…”

I Read More

With all the opportunities to "touch" your clients and prospects with social networking tools, sales people need to make sure they don't confuse "touching" the prospect with connecting with a real person and developing a real relationship. Read More

If you think you're more effective because of your ability to multi-task, think again: there's no such thing as multi-tasking. It's focus that makes us effective. Read More

Mutual exclusivity means that I can have either A, or I can have B, but I cannot have both A and B. The myth of mutual exclusivity in prospecting goes like this: “If I use inbound marketing methods, then I can’t use cold calling methods.” The problem with believing that any method is mutually exclusive is that it believes one choice is always the right choice. Read More

Download the free 32-page eBook in pdf format, "27 Can Do Steps to Sell More" by Skip Anderson. It includes 27 actionable steps to help any salesperson sell more. Read More