3 key factors that influence retention of millennial workers
By Brian Thompson
As millennials enter the workforce, managers will have to determine how they will approach managing these younger workers to optimize productivity and meet their sales goals.
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How to encourage average workers to go beyond the bare minimum
By Brian Thompson
To ensure workers are doing more than the bare minimum, managers should consider what kind of incentives will encourage these employees to become more than average.
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Why align millennial and company values
By Brian Thompson
With the millennial generation steadily climbing the corporate ladder and accounting for more of today's workforce, employers have the challenge of tapping into their inner motivations and preparing them to lead the the private sector.
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Avoid making these sales mistakes that happen even before contacting leads
By Brian Thompson
While companies like to think their employees excel at selling to customers, salespeople may be making mistakes they don't realize they're making.
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3 reasons to track ROI of customer loyalty
By Brian Thompson
Companies should calculate the worth of customer loyalty.
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Is your organization setting unrealistic sales standards?
By Brian Thompson
Although managers may not doubt their employees are giving 100 percent, they may hold their staff to unrealistic standards that could actually bring down productivity.
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Fill the skills shortage using competitive sales compensation
By Brian Thompson
With the impact of a skills shortage threatening productivity and business growth, companies should ask themselves what tools they need to be prepared to tackle this problem and whether their existing performance management solutions will cut it.
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Companies face economic pressure to increase pay for skilled workers
By Brian Thompson
A recent report by the National Association for Business Economics showed nearly 1 in 4 firms raised wages and salaries for workers in the third quarter.
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Forget the skills gap: Take a look at the leadership shortage
By Brian Thompson
A workplace without a strong leader to help sales employees develop their career and skills is like a captainless ship.
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Why management should help forge clear career paths for millennials
By Sathee Brent
As part of the sales performance management process for millennials, employers should consider how they will develop the skills and knowledge of these workers.
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Bottlenecks in the sales pipeline? Push through with incentives for salespeople
By Brian Thompson
Since salespeople are one of the main drivers for whether companies achieve their quotas, sales staff need to look for the sources of bottlenecks in the pipeline.
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