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Can anyone give me examples of processes, forms, etc. they are using to manage their sales force?

Posted December 28, 2011 - 0 Answers • Last Answer: No answers

What are the most effective incentive compensation plans for sales managers?

Posted October 26, 2011 - 1 Answers • Last Answer: 3 months 11 days 21 hours 29 minutes ago

How are you holding managers accountable for coaching salespeople?

Posted September 29, 2011 - 0 Answers • Last Answer: No answers

Does anyone have experience in using an Ipad (tablet) to enhance sales effectiveness?

Posted July 17, 2011 - 2 Answers • Last Answer: 12 days 6 hours 30 minutes ago

My sales representatives are decentralized and conduct appointments as well as prospect for new appointments with the support of various marketing approaches. Much time is spent on appointments vs. having enough time for prospecting activities (i.e. phone based lead follow up). I am exploring the concept of setting up a call center to provide lead follow up support to set appointments. Does any

Posted July 17, 2011 - 0 Answers • Last Answer: No answers

All of my sales staff are located at our corporate headquarters. I am considering hiring somebody who is "in market" and closer to our clients. Does anyone have any statistics on the pros and cons of doing this? I have a product with a sales cycle of 6 months or more and it requires a strategic sales plan. Thoughts?

Posted June 07, 2011 - 0 Answers • Last Answer: No answers

What types of draws are typically offered to sales representatives when joining a company with a long sales cycle (9-12 months)? How many months and at what % of target?

Posted May 23, 2011 - 0 Answers • Last Answer: No answers

I am researching eligibility for winning our annual Sales Club achievement where reps who hit 100% of quota get to go on a luxury trip we sponsor (with a guest). If you wouldn’t mind sharing your program eligibility (as well as the roles that are eligible in addition to sales representatives), I would appreciate it – and any thoughts.

Posted March 18, 2011 - 0 Answers • Last Answer: No answers

Is anyone aware of any studies that provide average earnings of sales people in software or financial service sales? Or, any information on average commission payout rates or total commission as a percent of cost of sales?

Posted February 19, 2011 - 1 Answers • Last Answer: 11 months 18 days 12 hours 33 minutes ago

Does sales process design help management coaching efforts?

Posted November 29, 2010 - 2 Answers • Last Answer: 1 years 22 days 17 hours 9 minutes ago

How do you get a salesperson's buy-in on their annual quota?

Posted November 29, 2010 - 1 Answers • Last Answer: 1 years 2 months 12 days 15 hours 40 minutes ago

How can we promote salesperson acceptance of a new sales compensation plan?

Posted November 19, 2010 - 1 Answers • Last Answer: 1 years 2 months 22 days 18 hours 7 minutes ago

What are the most important things to consider when changing the sales compensation plan?

Posted November 19, 2010 - 1 Answers • Last Answer: 1 years 2 months 22 days 18 hours 18 minutes ago

When implementing a sales process do all sales people have to adopt it? What should you do if a top producer does not adopt it?

Posted November 10, 2010 - 2 Answers • Last Answer: 1 years 2 months 12 days 15 hours 45 minutes ago

Webcast Q&A: "Linking Sales Execution With the Business Plan." Our presenters post answers to your question here.

Posted November 09, 2010 - 0 Answers • Last Answer: No answers

Is career development an issue that has become more or less important, given the recent dynamics in the job market (i.e., more candidates than jobs).

Posted November 08, 2010 - 2 Answers • Last Answer: 1 years 3 months 2 days 19 hours 45 minutes ago

Can a good farmer be a good hunter?

Posted November 05, 2010 - 4 Answers • Last Answer: 1 years 2 months 22 days 17 hours 55 minutes ago

Is there an ideal distribution of career-development, promotion-focused salespeople vs. “career salesperson” types? Please comment on how this might vary from one organization to the next.

Posted November 05, 2010 - 2 Answers • Last Answer: 1 years 3 months 1 days 14 hours 45 minutes ago

Should we set targets for salesperson efficiency? Are there standard definitions of this measure?

Posted November 04, 2010 - 3 Answers • Last Answer: 1 years 2 months 12 days 15 hours 56 minutes ago

How do you ensure the sales force’s quotas appropriately reflect the opportunity available to them in the marketplace?

Posted November 04, 2010 - 1 Answers • Last Answer: 1 years 3 months 7 days 17 hours 45 minutes ago

How do you measure and quantify sales force activity?

Posted November 04, 2010 - 2 Answers • Last Answer: 1 years 3 months 18 hours 27 minutes ago

Can anyone provide guidance on evaluating overtime pay for sales reps and/or sales related employees? For most companies these employees are exempt, but recent court decisions, have indicated they may be eligible for overtime.

Posted November 01, 2010 - 0 Answers • Last Answer: No answers

Should all salespeople be coached?

Posted October 25, 2010 - 3 Answers • Last Answer: 1 years 3 months 1 days 12 hours 42 minutes ago

Is there an ideal weighting between individual and team sales compensation for salespeople?

Posted October 22, 2010 - 2 Answers • Last Answer: 1 years 3 months 3 days 14 hours 40 minutes ago

What's the right process for changing the sales compensation program?

Posted September 30, 2010 - 1 Answers • Last Answer: 1 years 3 months 2 days 19 hours 51 minutes ago

How should you "sell" to (or through) consultants or other third parties used by procurement functions?

Posted August 24, 2010 - 0 Answers • Last Answer: No answers

What are best practices for providing career development coaching to salespeople?

Posted August 24, 2010 - 2 Answers • Last Answer: 1 years 3 months 6 days 17 hours 33 minutes ago

What does a systemic approach to forecasting look like? What are some general best practices related to forecasting effectiveness?

Posted August 24, 2010 - 3 Answers • Last Answer: 1 years 3 months 1 days 13 hours 1 minutes ago

As a coach, how do I get a salesperson to change their approach or adopt a new behavior?

Posted August 10, 2010 - 2 Answers • Last Answer: 1 years 3 months 17 days 25 minutes ago