Sales people invest their time on activities that drive their compensation. Plain and simple. The thought that sales people will actively and consistently perform activities that are not in their best financial interests is naive. What if the Management Behavioral Objective concept was applied to sales compensation? What if you created a Sales Behavioral Objective?

As a manager you need to know exactly what and how your reps are responding and dealing with their prospects and clients while the sale is going on. It isn't the activity around the sale that's important, but rather, it's the activity during the sale that matters.

One of the most rote sales functions is prospecting. Sales managers have an opportunity to reduce this pain and make the exercise fun. The team that wins the championship isn't necessarily as skilled as the others, but they are driven to achieve. Get creative and inspire your team to crush the tomato!

Sales Management training is not as common as it used to be, as more and more organizations think Sales Management should already know it all. However, lack of sales management training is the root to most sales problems. Sales management training is just as important, if not more than, sales training. Find out how you could use sales management training to increase your bottom line!

Try this powerful technique during your next interview. You will be amazed by how well it works. Simply give them an objection, then sit back, listen and observe.

If you are in a position of leadership at your company, then you need to know how to inspire, train, motivate and lead people - all at the same time! By following these five secrets to exercising authority, you'll learn how to this starting today!

Sales Training is one of the most effective ways of maintaining a motivated and results oriented team of sales professionals. However, sales training is also known to have an impact for only up to 90 days, or for one quarter of the year. For sales training to be effective, measurable against results, in today's economy, it has to be ongoing and consistently re-enforced.

Many sales meetings are unproductive and not nearly as effective as they could be. "What's In It For Me?" When your meetings address this concern, attendance and active participation will increase, as will the buy-in for any necessary changes.

The best way for you as a business owner to manage your sales manager is to make sure they monitor, grade and coach their reps through the sales cycle and offer specific, effective sales skills and techniques for their reps to improve. And the best way for you to manage this is to add a section to your dashboard called "script grading adherence percentages." Remember, until you know how your sales team is performing during the sale, you won't be able to effectively change the other metrics that measure their performance after the sale.

There are some things that motivate your employees more than others. Yes, free coffee and bagels on casual Friday are good, but we are focusing on lead generation. What do they need to be more productive when generating leads?