How to Set Up a Sales Tracking Process
By building win-loss analysis into your sales tracking process, you can learn important lessons about your sales force, your value proposition, and your key ... Read more
Sales Management
Recent Sales Management Articles
What's a Fair Sales Quota in 2010?
What's a reasonable sales quota in 2010? SurePayroll president Michael Alter talks about how to make sales compensation fair and motivational even in a weak ... Read more
You're Fired: Getting Rid of Bad Customers
How to deal with difficult customers Read more
How to Track Customers With CRM Tools
How SugarCRM and Zoho, two of the best free CRM software programs, stack up Read more
Finding Part-Time and Independent Sales Reps
Tips for filling part-time sales jobs Read more
Personality Testing for Sales Recruits
He can close, but how's his interpersonal sensitivity? A guide to screening sales candidates. Read more
Training Young Salespeople
A program at MIT offers a window into the minds of Gen-Y sales reps Read more
Fighting the Sales Force Blues
How to keep reps motivated when they miss their numbers Read more
Review: Topgrading for Sales
In Leigh Buchanan's column, "A Skimmer's Guide to the Latest Business Books," she reviews Topgrading's salesy sequel. Read more
Tips on Finding Speakers for Your Next Sales Meeting
How should you select a guest speaker? Some tips. Read more
George Zimmer on Hiring and Firing Salespeople
George Zimmer’s tips for hiring and firing salespeople. Read more
Getting Over the Threshold
Many obstacles stand between a customer and a sale. Your job is to remove them. Read more
Roger Staubach on Turning Salespeople into Team Players
The former Dallas Cowboy, now CEO of the Staubach Co., on fostering teamwork. Read more
How to Train Your Sales Force
Advice for small business owners and sales managers on training sales reps with respect to negotiations, pricing, and cold calling. Read more
The Master of the Soft Touch
Did you make your numbers this quarter? At Dan Weinfurter's company, that's the least important question. Read more
The Ultimate Sales Incentive
What's the ultimate sales incentive? A seller of dirt has found that awarding free vacations is one way to move tons of product. Read more
Solo Sales
Scott Rosen fired his entire sales force in an effort to save his company. Was it a smart move? Read more
Firing Customers
The idea of firing customers might sound like a sacrilege. But when they abuse your employees, refuse to pay their bills, and generally take advantage of you... Read more
A Simple Approach to Sales Forecasting
How do you forecast sales accurately? The trick is to break the sales down into manageable parts. Read more
The Rating Game
How Tom Colby of Campbell Software created a sales-lead rating system for accurately predicting a prospect's viability. Read more
Sales Execs Share the Risk
Chart illustrating the percentage of compensation that is performance based for sales and marketing executives. Read more
Sales Manager as Team Player
One company designed a bonus plan that encouraged managers to work as a team. Read more
When's the Right Time to Hire a Sales Manager?
Five CEOs' reasons for hiring or not hiring sales managers. Read more
How to Manage Your Sales Force
A successful manager gives tips on creating a winning sales team. Read more
What Makes a Great Salesperson?
CEOs previously featured in Inc. on the qualities they look for in their salespeople. View slideshow
