Top 4 Ways to Supercharge Your Sales Recruiting

Top 4 Ways to Supercharge Your Sales Recruiting

Don't be intimidated if you pay less. Three-quarters of the time, sales associates leave a company for reasons other than money. Explain your value proposition; stress the services that you offer and the strengths of your firm.

Aligning the Goals of the Sales Force & Management

Aligning the Goals of the Sales Force & Management

When management start talking about increasing profitability, sales representatives start to worry. They know improving profitability usually means cutting commissions and eliminating expenses, possibly for marketing, administrative support or benefits they value. They are concerned the increased profitability will come at their expense.

But that's not the way CM Global Partners and CompensationMaster approach the situation.

NEW PRESS: Your Front Line Sales Manager - Glorified Sales Rep or Driver of Growth?

NEW PRESS: Your Front Line Sales Manager - Glorified Sales Rep or Driver of Growth?

CM Global Partner's CEO, David J. Cocks, has recently been interviewed by David Massover in an Ebook titled Your Front Line Sales Manager - Glorified Sales Rep or Driver of Growth.

Applying Strength-Based LEAN Six Sigma to Sales Compensation

Applying Strength-Based LEAN Six Sigma to Sales Compensation

Can applying a strength-based LEAN Six Sigma methodology augment and improve sales force compensation plan development? In short; YES.

Traditional LEAN Six Sigma 

The traditional application of the LEAN Six Sigma method for sales force compensation begins by defining the pain, conflict, and waste in a company’s sales compensation strategy. But focusing on problems saps motivation and has negative effects on sales staff retention.  

Instead of conducting a LEAN Six Sigma analysis with the hope of correcting a perceived problem and an ultimate return to the even-keel state of business mediocrity, a strength-based approach draws attention to the strengths of the company as well as the sales team, and subsequently initiates changes that encourage continuous improvement and growth of both the company and individual sales representatives.