Don’t Forget The Mighty Middle

Want to increase the value of your entire sales organization? Do what the smart companies do. They follow a “portfolio management” approach to developing their sales talent. By that I mean they take proactive steps to make everyone a better performer. What’s the secret to moving the needle for everyone on your sales force? The…
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Your Brand Turned Inside Out

I came across a short article directed at marketers, but when you stop and think about its message, it is just as relevant to HR and sales ops as it is to those who manage your brand’s reputation in the marketplace. How to turn your employees into your biggest advocates offers three ways to get…
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What Motivates Salespeople More?

I’ve been saying that motivating your sales people is not all about money, and now a new blog post screams that same sentiment with its headline. In fact, the article lists “recognition” as the number one alternative to cash. Why?  As the author states, “Everyone loves being recognized for doing a great job, especially salespeople.…
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Time To Close The Generational Gap

A recent posting by Hay Group tackled the issue of multi-generational workforces and offered some sound advice on how to get employees on both ends of the spectrum to appreciate the unique talents each one brings to the table. Specifically, the write-up suggested that companies “assess opportunities to establish age-diverse workgroups or project teams to…
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Motivating Multiple Generations

When planners of reward programs think generationally they often focus exclusively on millennials. While it’s important to think about younger workers, it’s also important to remember that they are just one of four workgroups in the workplace. With such a wide range of ages in the workplace, recognition planners need to carefully consider each element…
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Help Your Managers Become Better Coaches

I just read a short piece that said having the right manager in place can improve a seller’s performance by 20%. Honestly, I think that number is a little low, but that’s not the issue. The problem is there are not many sales managers who even come close to doing who do so effectively. Managers…
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Don’t Forget To Motivate Channel Sales

According to a recent article some companies are currently exploring channel relationships at a heightened rate. Why? For starters, channel distribution can provide companies with new routes to their markets that are faster and/or cheaper. Most these points are often non-exclusive, meaning that the manufacturers in question battle for mindshare with their competitors. Winning or…
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Who Should Own Sales Rep Engagement?

In a recent webinar I asked why sales ops and HR weren’t working together more closely to ignite and maintain sales force engagement. I presented the case for sales rep engagement and suggested it was just as powerful and profitable—maybe more so—than any other employee who was not customer facing. Look, the smartest companies have…
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Is Customer Engagement Also A Priority?

Is there a connection between employee engagement and customer engagement? The answer is a resounding “yes”. A correlation that’s clearly evident no matter what angle you examine it from—either the perspective of sales reps or supporting employees. There is as a strong statistical association between an engaged representative’s confidence in their company and the long term…
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Presented by: Mike Ryan, Senior Vice President, Client Strategy The phrase “employee engagement” has captured the attention of business executives for some time now, but does engagement really matter for sales reps? Just like employee engagement, “sales rep engagement” is of equal importance—perhaps more so for any business that wants to have a significant competitive…
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