/Sales management

Sales management includes all the components of a great sales plan, strategy, tactics, sales process, sales compensation

How to Secure Your Salespeople and Their Productivity While Keeping Money Coming In (Not Leaving Out the Proverbial Cyber Backdoor)(Guest Blog)

By Alex Rayter Phoenix 2.0, Inc. If you’ve ever been in a hotel room late at night working on a client deliverable, we understand each other. Those of us responsible for driving revenue understand that time kills all deals. That’s why there’s never a good time to lose productivity, especially because you [...]

How to Secure Your Salespeople and Their Productivity While Keeping Money Coming In (Not Leaving Out the Proverbial Cyber Backdoor)(Guest Blog)2020-07-26T20:08:53+00:00

California Employers Face New Requirements in 2018

The Toughest Labor Market In The US just got tougher in 2018 with a few major changes that impact how employers recruit, and even pay sales and other professional staff. The new law banning employers (or recruiters) from asking applicants about salary history is clearly aimed at the real wage gap between men and women…From [...]

California Employers Face New Requirements in 20182018-04-12T07:22:57+00:00

A Card & A Pen-My Lifetime Franchise…

For those who have worked for me over the years (a lot of salespeople) this will not be news. I am definitely “Old School” when it comes to some sales fundamentals. It’s like Madden football, you can’t escape the need for great blocking and tackling no matter how many trick plays you have in the [...]

A Card & A Pen-My Lifetime Franchise…2018-04-11T07:22:04+00:00

New Tax Laws May Impact Corporate Travel & Expense Policies For Sales Reps

New Tax Laws Takes Away Deduction for Entertainment.. Good friend and consulting CFO, Rolf Neuweiler of a2zCFO is our guest blogger this month with a great post on the new tax law and one of our favorite benefits of being an outside sales rep, Customer Entertainment. From Rolf's post we can say goodbye [...]

New Tax Laws May Impact Corporate Travel & Expense Policies For Sales Reps2018-04-11T07:22:04+00:00

Territories Assigned by Account Size (Part III of a IV-part series)

The current trend among technology companies (and others) is to assign accounts based on company size. While definition of size varies across the market, the three categories generally defined are: SMB (small, medium businesses) Mid-Market Enterprise Gartner defines SMBs by the number of employees and annual revenue they have. The attribute used most often is [...]

Territories Assigned by Account Size (Part III of a IV-part series)2017-11-02T04:51:36+00:00

Geographic vs Open Territories-(Part II of a IV Part Series)

Most of my professional life has revolved around well-defined geographic territories, defined by state borders or sometimes down to the local zip code levels. When you are developing a sales strategy, why is this a good thing compared to other territory management strategies? Some benefits: Efficiencies of time/travel expenses Clear accountability Concentration of effort Long [...]

Geographic vs Open Territories-(Part II of a IV Part Series)2018-04-11T07:22:04+00:00