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July 31, 2010 12:11 AM
Over the past five months, we have been looking at the basic components of a successful incentive program. The last (and often neglected) critical building block is sales analytics, a powerful set of tools that can help you better manage your sales and marketing efforts and investments.
July 31, 2010 12:11 AM
Today's incentive planning has to go far deeper than the usual steps the industry has used for years, such as guessing sales numbers, budgeting, and deciding on an "open-ended" or "close-ended" rewards structure. In fact, the correct way to look at modern-day incentive program design is as a serious exercise in true ROI analysis. Anything short of that can leave the sales manager vulnerable to financial and delivery problems.
July 31, 2010 12:11 AM
I have been thinking about our roles in a capitalistic society often these days, because the very worth and value of capitalism itself, shockingly, is being argued daily in this country and abroad since the banking crisis hit. If we draw the right conclusions about who we as salespeople really are and what motivates us within this tough, capitalist system, we can best thrive in the current continued economic doldrums.
July 31, 2010 12:10 AM
Encouraging failure on your sales team may just be the only way to achieve success.
July 31, 2010 12:10 AM
Thanks to the demonization of financial institution incentive trips by the media and some members of Congress, a growing number of organizations have slashed sales incentive and corporate meetings budgets and have cut back or cancelled trips for 2009. This isn't just for the sake of cost-cutting, but also out of plain fear of appearing insensitive during a time of perceived economic "crisis."
July 31, 2010 12:11 AM
Don't let fear put a halt on your business productivity. Here's how to help employees conquer their recession phobias and reach success.
July 31, 2010 12:11 AM
Don't let fear put a halt on your business productivity. Here's how to help employees conquer their recession phobias and reach success.
July 31, 2010 12:16 AM
Peppercom, a strategic communications firm, has introduced an updated version of its Pain-Based Selling training program.
July 31, 2010 12:15 AM
Panorama Software has announced the release of NovaView Version 6.0, an integrated suite of Web-enabled business intelligence applications.
July 31, 2010 12:16 AM
PAR, a European data owner and information management company, has announced an upgrade to its Microsoft Dynamics CRM plug-in.
July 31, 2010 12:20 AM
Parature, a developer of on-demand customer service solutions, has announced the integration between its software suite and Microsoft Dynamics CRM.
July 31, 2010 12:10 AM
Let's assume you're out at a networking event and meet 10 people. If those 10 people have 77 connections, you just expanded your "potential" connections to 770.
July 31, 2010 12:16 AM
Innoveer white paper focuses on ways to optimize partner relationships to eliminate inefficiencies, increase market share and revenue and ensure higher levels of customer and partner satisfaction.
July 31, 2010 12:18 AM
Partnerpedia has announced the integration of its Private Networks online partner community and channel enablement solution with Twitter for content syndication and B2B social networking.
July 31, 2010 12:18 AM
Marketing consultancy Partners in Loyalty Marketing (PILM) has developed a proprietary model called the Estimated Return Analysis (ERA), to quantify a loyalty marketing program’s ROI prior to execution.
July 31, 2010 12:18 AM
Odyssey Software, a provider of enterprise-class mobile device management products, and Conceivium, a provider of wireless handheld business solutions, has announced a technology partnership agreement.
July 31, 2010 12:14 AM
Don't fall into the non-pay-time trap. Manage your time, focus on pay-time activities and watch your sales and income soar.
July 31, 2010 12:10 AM
Chairman's Circle of Champions' program honors backend and operations employees.
July 31, 2010 12:13 AM
An AdweekMedia/Harris Poll finds business leaders the most persuasive product endorsers in ads
July 31, 2010 12:10 AM
Players tiptoe into social media.
July 31, 2010 12:13 AM
Pharmaceutical companies that truly understand the value of coaching, and using technology to manage the process, attain better results. There has been exhaustive research into coaching—specifically, understanding the correlation between sales management coaching and sales performance. And the results from this research are overwhelming.
July 31, 2010 12:12 AM
Love your iPhone? You're not alone.
July 31, 2010 12:10 AM
A disciplined use of PowerPoint animation can mean the difference between a dismal presentation and a successful one.
July 31, 2010 12:18 AM
PMDS, a retail automotive consulting and technology provider, has released Mobile Mailroom, a new DealerUps CRM Internet lead management tool for retail automotive dealers.
July 31, 2010 12:12 AM
It will rise 11% over '08 to $3.3 bil., but still lag behind the record-setting spending of '06