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.
Read more
Diversify commission tactics
By Sathee Brent
Sales commissions and merit increases are well-established parts of the modern American workplace, but those rewards aren't the only motivating factors for strong performance. According to the Harvard Business Review, sales and finance organizations tend to ...
Read more
How to motivate employees with incentive compensation management
By Brian Thompson
Incentive 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 in an effective and lasting way is another matter entirely. There's an art to motivation that...
Read more
A guide to adopting sales performance management
By Sathee Brent
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...
Read more
How to increase sales team collaboration and why you should
By Sathee Brent
A common misconception is that a sales team should be focused exclusively on individual performance. This archetypal sales team is filled with selfish, hungry reps who are ready to throw their teammates to the sharks to get ahead, but the tactic may not work as well as people think. A sales ...
Read more
Employee recognition, performance planning and sales management perfect recipe for success
By Brian Thompson
Planning, planning, planning.
Although it is easy to envision the financial possibilities of individual sales planning, the reality is a ...
Read more
5 top ways sales managers waste time
By Sathee Brent
Sales managers tend to find themselves running out of time toward the end of work hours. Since there are risks of distractions everywhere - from clients to workers - managers need to be careful about how they manage their time.
Read more
Characteristics of high-performing sales reps
By Brian Thompson
When hiring new salespeople, there is a lot more to consider than whether potential candidates have past experience in sales. Research has shown that high-performing sales reps share some key personality traits, and managers who look out for these traits when hiring are more likely to build a...
Read more
Reduce job stress through effective sales performance management
By Sathee Brent
Stress is a major factor in the well-being and engagement of workers, especially among the sales workforce. When sales staff feel overworked or overwhelmed, they may experience negative health effects due to job-related stress, such as lack of sleep, which further impacts their motivation to...
Read more
Overcome challenges with millennials using SPM
By Sathee Brent
With the baby boomers nearing retirement, many companies are experiencing a shift in their workforce demographics toward younger generations. More firms are hiring millennials, workers aged 18 to 32, as they now account for ...
Read more
How to change company culture and have motivated employees
By Sathee Brent
Motivating employees is hardly an easy task. If it were simple, every company would have high morale, impressive productivity levels and low turnover rates. However, that simply isn't the case. Many companies struggle with motivating employees, and once a work culture is established in which...
Read more