An important element of sales motivation is the expectations and needs of your sales reps. Salespeople have expectations about the type of compensation and rewards they should receive for hard work ...

What's my quota? What's my commission? Such questions have infected corporate sales departments since the 1950s age of the Fuller Brush salesman, with less-than-perfect results. They're too costly in ...

Watch this week's Short Attention Span Sales Tip here. Welcome to one of the most difficult weeks in the selling year! Many of us — and perhaps even most of us — work quite well in a chaotic ...

Inadequate product or service knowledge and lack of sufficient effort are, according to a study conducted by the University of North Carolina-Charlotte's Belk College of Business, two main reasons why ...

Are top salespeople motivated by money or meaning? When Dr. Valerie Good of Michigan State University set out to study sales motivation, she discovered a gap. She writes, “Much of the current research ...

"Money isn't everything...as long as you have dough." Iconic songwriters Rodgers and Hammerstein expressed this sentiment 65 years ago, but they may as well have been modern executives talking about ...

Sales are the lifeblood of any business — but selling is hard. When you’re struggling to find new prospects, it’s easy to get down. When you’re struggling to turn prospects into customers, it’s easy ...

Theoretically, being a veteran/legacy sales rep with a large book of business is every print sales rep’s goal. We long for those sleepy, consistent days full of writing up reorders and visiting ...

Sales managers will go to the extreme to motivate their teams. They pull out all the stops – huge kickoff meetings, trips to exotic locations, giant commissions. But big and flashy can’t fix a ...

Sales success requires more than talent, and more than skill. In sales, the intangibles matter: Perseverance. Self-discipline. Mental toughness. Ask any decorated long-term sales professional, and you ...

What is it that separates good salespeople from great salespeople? Salespeople have one of the hardest jobs in the world to do. They deal with rejection on a daily basis. Making a sale comes down to ...