Career Tip #1: Act Like You Own the Place

Want a raise? Act like you own the place and get it!

Salary Or Commission - Which Is Better?

Are you in sales? Do you hire salespeople? Would you rather be paid a salary or a commission? After reading this conversation I had, you may find yourself changing your mind.

Traversing That Bridge Between Sales And Management

When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.

Is Using Past Success As A Factor In Hiring A Mistake?

What is vital for you to learn in selecting a candidate for an open sales position, is how well a candidate will perform in a job like the one you are trying to fill. Often an employment interview will never even touch on the candidate's competence for the new position.

Engineers Hiring Sales Reps

The hiring of salespeople is often one of the most frustrating aspects of staffing a high tech enterprise. Particularly in the startup phase, senior management has often come from a technical (or at least not sales) background. They know that they need a sales force (usually!). But they’ve certainly never hired them before. Or if they have, it's not been successful. And truth be told, technical founders often don't have a high opinion of the sales profession. They may think sales looks like an easy job that anyone can do.

How To Develop A First Class Sales Team

For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent

How To Create An Effective Business Development Strategy

The Business Development Strategy is used to underpin your main Business Plan and essentially it sets out a standard approach for developing new opportunities, either from within existing accounts or by proactively targeting brand new potential accounts and then working to close them.

6 TIPS - Wheelchairs and Trade Shows

Well, let’s just be honest. Those folks in the chairs know that they are in the chairs. It’s your responsibility to make them as comfortable in your space as any other visitor. Quick no-no or two -- don’t gawk -- don’t ask stupid questions -- don’t raise your voice (they have a leg problem, not an ear problem). If you have a genuine interest, most folks will tell you their story quickly.

Sales Incentive Program Design

There is a process for developing sales commissions with respect to overall sales compensation that can be followed. The principles are quite easy. The variables include the amount of base salary that you pay to an individual (if any), and the percentage of total compensation that base salary represents in relationship to the incentive program itself.

Time Expectations

In our modern world, we are bound by time. This being the case, we have certain expectations about how long it will take us to accomplish our various tasks. Time often becomes distorted through our perceptions and expectations.

Vision Precedes Victory

Vision that is shared is cohesive and bonding. A common vision pulls people together toward the same goals and objectives. Influential people have clearly defined visions that are forward-looking and filled with great excitement and anticipation. More than anything else in life, vision-whether it's yours or somebody else's-dictates daily decisions.

Stop Sabotaging Employee Performance

If you have a problem or challenge in your organization look up the ladder for the causes and down the ladder for the solutions. Most poor managers and executives reverse this process.

How To Become An Inspiring Sales Leader

The best leaders promote a culture where their people value themselves, each other, the company and the customers. Everyone understands how their work makes a difference. This helps to build a commitment to higher standards where everybody is always looking to do things better.

Sales Performance Planning

Does your company have a good sales performance planning process? Are your people on your sales team fully benchmarked against a measurable set of annual goals? Do they understand exactly what it is that they’re tasked with over the next year, to drive revenue growth for your company?

Sometimes Managers Are Just Too Soft

If as a manager your people are not living up to their full potential, perhaps it's because of the way you are managing them. This article suggests how managers can do their employees a favor by being tougher on them.