UNDERSTANDING SALES INCENTIVES

Incentives are an important part of our sales compensation. They are somewhat complex, since we pay commissions on each sale, profit margins and financing parameters. Faced with employees who claimed they “couldn’t understand” their compensation, I shifted the burden to them. Now each salesman hands in a worksheet showing what he thinks he earned in […]

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THE DOUBLE BENEFITS OF DELEGATION

I am able to work from anywhere; my car, a coffee shop, any of my business locations or from a different continent. My customers and employees know that I am connected and, if they need me, they can reach me by phone, email or text. This is possible because I delegate so much of what […]

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EXPANDING YOUR SALES CHANNELS

Many of us think that to grow our sales team we need to hire direct sales people. You can grow your sales team by adding channels. Additional sales channels include partners, Value Added Resellers (VARs), manufacturer’s representatives, etc. If you have strong relationships and partnerships with your channels they can contribute significantly to sales. If […]

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THE WAY IT’S ALWAYS BEEN DONE

I have been doing things the way my predecessor did them, and as a result every outcome mirrors what he would have done. TAB has a saying: “If all I do is hang around people who think the way I do, all I’ll ever do is what I have, and therefore, all I’ll ever have […]

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7 HABITS OF HIGHLY INEFFECTIVE SALESPEOPLE

The majority of Salespeople are simply not good. Most private business owners and sales managers would agree. A huge percenThe Alexander Groupe of salespeople do not consistently achieve desired results, and most consistently fall far short of their goals. Despite the fact that most owners tend to tolerate sales mediocrity and hang on to weak […]

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TRAINING A NEW EMPLOYEE

I have a new office employee to train, and I also have plans to leave the country in three weeks. While the timing is not optimally lining up, I have a plan in place to ensure my new staff person is equipped with what they need to succeed in my absence. My approach will be […]

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THAT WHICH GETS MEASURED GETS IMPROVED

In our TAB Board meetings, we often discuss opportunities to improve financial performance, including the importance of identifying and consistently measuring the key metrics driving the business. Preparing financial statements each month takes time and the statements are often unavailable for several weeks. Additionally, financial statements provide a comprehensive view of performance and the impact […]

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LET GO AND GET OUT OF THE WAY!

I recently bought electronic tablets for my team to use for documenting their work. The purpose was to keep us all in sync, current, on the same page. Somehow my team got their tablets and started using them before I could address the why, what and how they were intended to be used. At first […]

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WOULD YOU PLAY FOOTBALL WITHOUT A STRATEGY?

As I watched my son’s football game this weekend, I was struck with how important it is to have a solid strategy to win the game. I know many would debate whether the game is won by good defense or a strong offensive line, but these are mere executables– the game, very few can deny, […]

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3 TIPS FOR DELEGATION MANAGEMENT

When it comes to time management, one of your strategies is to delegate more effectively. Your ability to delegate depends upon the following: 1.Your willingness to let go, which is dependent on the next two tips. 2.Confidence in those people to whom you delegate. They may lack the time, in which case you may need […]

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