An effective sales compensation plan will strongly motivate and incentivize your salespeople to help your organization achieve their short-term and long-term business goals while improving and maintaining a profitable margin. According to the Harvard Business Review, 85% of US companies…
The demand and competition for jobs have never been higher. The same goes for expectations, especially from today’s recent college graduates. Salary alone will no longer attract and retain talent. College graduates want fair compensation and praise like everyone else.…
There's no doubt that salespeople "puff" up the benefits of their products. It's good selling to amplify the positives. And there's not a thing wrong with it. But liars are not puffing, they're lying. They are attempting to mislead. With…
It started out as a personal project. I had 200 salespeople in a company I started online. And one day I began to keep records of which ads worked, which offers worked, and who performed well after being hired. Being…
Facebook Isn’t Only For Contacting Relatives People are on Facebook for various reasons: to connect with friends and family, share and discover updates, follow brands, buy and sell belongings, and laugh to funny memes and videos. But what about looking…
The common complaint is companies aren't getting enough sales applicants these days. We teach our clients how to get more and better sales applicants. Our client Harry reports he had gotten 750 applicants over the past 5 months. He hired…
It's pretty obvious, but few in HR get it. Unless you're offering a monstrous signing bonus, remove the line "previous sales experience." It should not appear in your ad. Yesterday I was talking with a client, Chris, we've worked his…
If the data is correct, the average age of a top performing Financial Advisor is 62. For those of you who've taken a statistics course, that is about as bad as things get. The insurance industry is going to find…
