sales management

A proactive sales rep is the kind of individual who’s always looking into the future in order to be prepared for anything. A successful sales rep exerts self-discipline to be proactive on behalf of their prospecting efforts. This is in complete contrast to reactive sales Read More

  I wrote this back in 2012 and thought this would be a good blog to repost. I’ve also freshened it up in I wrote this back in 2012 and thought this would be a good blog to repost. I’ve also freshened it up in order to keep up with the changing conditions of our Read More

Boise, ID (October 2016) — Compass Sales Solutions, the industry leader in sales opportunity software, released general maintenance enhancements and new modules to current Sherpa customers starting October 17, 2016. These enhancements draw from customer feedback and Read More

If a valued client is having issues with your services, who do you want talking them off the ledge? Perhaps you feel as though you’re the best person to handle an issue like this. But don’t you have other things on your plate? Many times, the person managing client Read More

“In our company the sales guys have all the fun and make the big money,” someone said at a dealer onsite training event. After the training was over, I went in and asked the meaning of his comment and he said again, “They [the sales guys] have all the fun and make a lot of money Read More

There are many ways to analyze a business and equally as many ways to break down the details around it. Below are the ten most popular topics discussed with dealers over the last few years. Finding Your Way To The Future Building “Differentiation” Selling Deliverables Clients Read More

Across our industry there is often an underlying understanding with dealer principals that the salary they provide to attract sales talent is only bait used to catch the next sales rep. It’s an attraction and comes without clear expectations or authority to define any of the Read More

I count myself as fortunate. Before Saturday Night Live, before Mad TV, before Comedy Central, a few of us (all too young to have done it and gotten away with it) went to Second City in Chicago. It’s been too many years to remember who was up that night but I do recall how much Read More

It’s not uncommon today to get into deep conversations about sales compensation. Typically, it’s a business owner looking to refocus and energize their sales team and to drive the best possible behavior and thus sales results.  Compensation is a serious topic for seriou Read More