Improving customer experience through sales enablement

Sue SundstromSales enablementLeave a Comment

The world of B2B selling is fast-paced, and can change rapidly. For this reason, sales training and enablement have become as important as they have ever been. In this landscape, too many companies are not quite hitting the mark when it comes to how prepared their sales teams are. Where companies fall short A survey by the Sales Management Association … Read More

5 steps to sales performance management success

Sue SundstromSales ManagementLeave a Comment

Are you keen to boost the effectiveness of your sales team by taking the sales performance management route? Then having an effective approach to help you get there is key. With the right approach, individuals will be able to work towards achieving your organisation’s goals and objectives. Some success factors for sales performance management are: Regular feedback Both managers and … Read More

The best way to set sales targets and quotas

Sue SundstromSales targetsLeave a Comment

One of the primary reasons a business experiences failure or a loss of profit is because they set sales targets that didn’t come in to fruition. The most common mistake companies and business owners are making is using data from a previous year to simply estimate future growth. This method of prediction not only fails to include any potential variables … Read More

Offering effective praise for good performance

Sue SundstromSales ManagementLeave a Comment

The boss is walking past the workspace of a member of their team. They stop for a moment, then say: ‘I wanted to say good job with that contract’. Well, everyone loves praise, but the individual might have completed four contracts in the last three days. So which one? And were the others disappointing?  Confused? People can be. In circumstances … Read More

Still using Excel to calculate sales commission? Think again

Sue SundstromSales Commission ManagementLeave a Comment

While it’s true that Excel and other open-source spreadsheet apps are useful for collecting, tracking and manipulating data, the truth is that these programs were never designed to be a catch-all for all of your company needs – and they’re far from being the best choice for processing or tracking sales commissions. Yes, Excel can number crunch and perform powerful … Read More

5 myths about your best-performing sales staff

Sue SundstromSales ManagementLeave a Comment

When calculating sales commissions, you’re going to be paying the best to those that have brought in the most business. That goes without saying. At the same time, you can promote their success to the rest of the team to encourage the same ethics, skills and processes to your other staff so they can emulate their success. Of course, one … Read More

3 commission tips for building great sales

Sue Sundstromsales commissions, Sales ManagementLeave a Comment

Once you’ve captured a high-flying sales team, the next challenge is to hang on to them and keep them motivated to grow your business. One of the ways you can do that is by using a cloud-based sales commission software that is easily accessible and which encourages collaborative working as well as rewarding individual talent.  Foster team spirit A salesperson … Read More

The best methods for running your sales team

Sue SundstromSales ManagementLeave a Comment

Sales is a varied beast, and every industry, company and even individual has a perspective on how to do it best, but you need consistency from your team. Thorough onboarding, regular training and a good operational base are the best way to implement your brand standard, so here are some tips on how you can create that atmosphere for your … Read More

Get ahead in the cloud! Why you need cloud-based sales commission software

Sue SundstromSales Commission ManagementLeave a Comment

The sales environment has always been competitive but now you can get ahead of the game by switching to the cloud. If you haven’t thought about a cloud-based compensation management solution yet, maybe you should. Here are three simple reasons why : 1. Quick, easy and cost-effective The only things you need to switch to cloud-based sales commission software is … Read More

How should you define sales performance goals?

Sue SundstromSales targetsLeave a Comment

When it comes to defining sales performance goals, you might wonder what time period to set them at. Every company has different time-frames they like to set goals for, whether it is daily, weekly, monthly or yearly targets. There are advantages for all of these time-frames, but what is the right way? Here are some thoughts on each of those … Read More