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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Millennials in the workplace: Challenges and solutions for talent management for young workers
By Sathee Brent
With a generational shift in the makeup of the U.S. workforce, some corporate heads are calling for millennials to take the reigns in talent management from older generations.
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3 ways to align business objectives and project success
By Brian Thompson
To ensure companies meet their goals, they should concentrate on making sure their objectives help drive project results through incentives.
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Sales compensation trends for 2018 and beyond
By Derrik Deyhimi
Last year flew by, and here we are in 2018. You're probably finalizing this year's compensation plans for sales teams. As you do so, it's important to keep up with current compensation trends. While sales incentive programs generally don't change radically from year to year, there are many...
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Encourage your sales team to take smart risks
By Brian Thompson
Sales is a high-energy field and the best salespeople are always pushing to close their next deal. Sometimes, salespeople need to go a bit outside their comfort zone to succeed. As a sales manager, it's important to encourage smart risk taking on your sales team, but doing so requires careful...
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Does your workplace have the foundation for an engaged workforce?
By Sathee Brent
Although employers tout employee engagement as a major part of the workplace, they may miss the mark when it comes to knowing what workers want and how to meet employees' needs to keep them satisfied with their jobs. A 2014 study by the Society for Human Resource Management found ...
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Leadership ability gaps, poor compensation hurt employee engagement
By Sathee Brent
With the challenges of keeping workers in what is becoming a highly competitive job market, employers are finding it difficult to ensure they retain their most talented employees. While companies can offer plenty of perks, a small salary or lack of a work-life balance could be their downfall...
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3 tips for improving employee retention among sales reps
By Brian Thompson
Training a sales team requires money, time and additional resources. If a business loses employees they must hire replacements for those sales reps as well as pour more money into training new staff.
Keeping a team on board is the key to making the most out of the available...
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Sales staff motivation down? Look for these key sales effectiveness metrics
By Brian Thompson
Even while managers interact with employees every day, it's hard to know when salespeople are engaged with their jobs. According to Gallup, employee engagement recently hit a ...
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Which performance metrics help align marketing and sales departments?
By Sathee Brent
While a company may have superior marketing and sales teams that help propel growth within the organization, these important segments of the business may not see eye to eye all of the time. When a company finds that when these two clash over the best way to present its products or services to...
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How to motivate employees with total compensation management
By Brian Thompson
Total compensation management is key to a motivated workforce. A motivated workforce, of course, is key to lasting business success. That much is clear - how to actually motivate your employees is an effective and lasting way is another matter entirely. There's an art to motivation that...
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