Posted on April 27th, 2011 by Dave Stein
When companies come to us to understand how their salespeople can sell more effectively, we don’t just look at sales training. One of the foundation exercises we conduct with sales leaders consists of a look at inhibitors to effective selling at multiple levels. What follows are real examples of those challenges from sales leaders with [...]
Filed under: Buyers, Channel Management, Compensation, Inside Sales, Leadership, Methodology, Sales Enablement | 4 Comments »
Posted on August 26th, 2010 by Dave Stein
Savvy sales leaders know that an effective compensation strategy is critical for retaining and motivating sales talent. Most salespeople are motivated, at least in part, by money. If you provide them with everything they need—competitive products and services, an effective sales methodology, tools, support, references, technology, training, coaching, leadership, and management—but don’t compensate them properly, [...]
Filed under: Compensation | 3 Comments »
Posted on October 3rd, 2008 by Dave Stein
My friend Jeff Lehman has a new book coming out. I’ve read a preview copy. It’s entirely different from his last one, The Sales Manager’s Mentor (Second Edition). I met Jeff at the National Collegiate Sales Competition a few years ago, where we were both judges. He was just finishing the second edition of Mentor. I read through every page [...]
Filed under: Book Recommendation, coaching, Compensation, Hiring, Leadership, Professionalism | No Comments »
Posted on September 19th, 2008 by Dave Stein
I finished up my second CEO workshop this afternoon in Limerick as part of The Dublin Institute of Technology/Enterprise Ireland International Selling Programme. We covered three critical success factors for building and scaling a sales capability for international trade: Hiring, Compensation, and Qualification and Prioritization (as it applies to the pipeline and forecast at the CEO-level). The [...]
Filed under: Buyers, Compensation, Competition, Economy, Hiring, Methodology, sales process | No Comments »
Posted on August 15th, 2008 by Dave Stein
I’ll be headed back to Ireland next month to facilitate two one-day workshops as part of the CEO Series for the Dublin Institute of Technology and Enterprise Ireland’s International Selling Programme. I’ll be working with 60 CEOs and managing directors over the two days. The topics require a bit of explanation. Each is a critical capability for a [...]
Filed under: Compensation, Competition, Hiring, On the Road, Relationships | 1 Comment »
Posted on July 18th, 2008 by Dave Stein
I wish I could remember where I first heard, “salespeople will do what you pay them to do.” That’s a timeless truth about selling if there ever was one. During the research process for an article I’m writing, I came across a piece written by Maureen Hrehocik entitled, “Secrets of a Successful Comp Plan.” Only now [...]
Filed under: Compensation | 3 Comments »
