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Why Your Employees Should Set Their Own Sales Objectives
It’s pretty natural for a manager to want to set objectives for their team. Managers know what they want their employees to achieve, and having one standard of success for everyone makes it easier to...
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Can Micromanaging Be Good For Sales Performance?
It’s been reinforced again and again and again: don’t micromanage. Micromanaging is bad. You’ll hamper your employees’ performance and make them resent you. You’ll become too focused on the everyday...
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Why You Need to be Following Customers on Social
We all know how much social media has revolutionized both the Internet and the business world, and what kind of impact it’s had on sales. In fact, Duane Morrow, Chief Marketing Officer at Primerica,...
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How to Sell More to Your Current Customer Base
As most salespeople know, it’s six to seven times more expensive to gain a new customer than to retain an existing one. In fact, according to Forbes, considering today’s economic unpredictability,...
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How to Manage Your Sales Force Amid Mass Layoffs
Even though unemployment rates are certainly down from 2009, the height of the Great Recession—approximately 2.5% lower in the US—many companies are still reporting mass layoffs. In the last year,...
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How To Turn Your Sales Rockstars Into Great Managers
As we’ve mentioned before, your top sales performers do not always make the best management hires. A 2012 study from the American Society for Training & Development may have confirmed one of the...
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Why Recognition Should Be Tied to All Sales Goals (Not Just Quotas)
As we’ve mentioned before, recognition doesn’t just make employees more satisfied in their jobs and more likely to work harder and better. In fact, more than half of workers said they would likely...
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Why Social Media Won’t Replace Cold Calling
In today’s technologically driven world, we’re almost used to being oversaturated with unsolicited emails and unsolicited telemarketing calls and unsolicited pop-up ads, among the scores of other...
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