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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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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Sales performance management: Balancing hierarchy with reality
By Sathee Brent
Corporate hierarchies are in a peculiar state of flux. Tried-and-true methods of establishing corporate ladders are being questioned like never before, and the entrance of millennials withdifferent ideas about how any human environment should function into the workforce is compelling - or is...
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A guide to adopting sales performance management
By Brian Thompson
Sales performance management can drive significant change in the way your company functions. To a large extent, an organization's competitive advantage depends on the effectiveness of its sales team. Therefore, any technique or technology that can improve your team's ability to sell your...
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How sales effectiveness metrics can make training stick
By Sathee Brent
Sales effectiveness metrics can help managers make sure that sales training isn't just an empty exercise. Although organizations have longed coached sales representatives on their approach to lead generation and client interaction, there's no guarantee that salespeople always use these best...
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Laying the groundwork for performance and compensation management
By Brian Thompson
Performance and compensation management can engineer a transformation in your organization that is night and day from your previous productivity-enhancing schemes. Poorly deployed, however, these practices can leave your team in the dark. Without the right groundwork, performance-based...
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Sales Analytics: Using data to bridge sales and marketing gaps
By Sathee Brent
While sales and marketing have always been closely intertwined, the arrival of big data analytics in the enterprise offers new and exciting opportunities for the two disciplines to overlap even further. Sales analytics, in particular, allow team members to have a better idea of the types of...
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