There are six heuristics that are recognized as being widely used in our daily lives, and a lot of them are relevant here…
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While many companies focus on increasing profit, and therefore shareholder value, relatively few focus the same effort on improving their multiple. So, what drives this multiple?
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Explain why changes are needed. When reps understand the issues and are consulted, they are more likely to buy into the solution.
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Here is the process we use, which typically results in a 98% retention rate, a 30% increase in sales in the following year, and significantly enhanced profitability.
The following tips can help you design compensation packages that will motivate your sales force managers most effectively.
No matter how generous the plans are, representatives are going to feel that "the other guys have a better deal."
View each sales associate as if he or she were an individual company. (Your firm as a whole is then like a big conglomerate.)