Managing a Remote Salesforce and Nailing Job Descriptions | July 2020 Newsletter
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How to Secure Your Salespeople and Their Productivity While Keeping Money Coming In (Not Leaving Out the Proverbial Cyber Backdoor)(Guest Blog)
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Old School Sales Tactics & New Leadership Solutions | June 2020 Newsletter
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Resources for Going Back to Work Post-COVID-19 | April 2020 Newsletter
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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 […]
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 […]
New Tax Laws May Impact Corporate Travel & Expense Policies For Sales Reps
[fusion_builder_container hundred_percent=”yes” overflow=”visible”][fusion_builder_row][fusion_builder_column type=”1_1″ background_position=”left top” background_color=”” border_size=”” border_color=”” border_style=”solid” spacing=”yes” background_image=”” background_repeat=”no-repeat” padding=”” margin_top=”0px” margin_bottom=”0px” class=”” id=”” animation_type=”” animation_speed=”0.3″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none”] 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 […]
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 […]
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 […]
Sales Territories-What Works Best? (Part 1 of a 4 part series…)
Since the beginning of time, man (or woman) have fought over boundaries defining, their farm, their country and yes, even their sales territory. Gangs kill over turf and so do nation states. Drug wars are all about territory with millions at stake, so we can see that territories defined has universal value. In this series […]