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M! BLOG

What Type Of Culture Works Best?

I was involved in a discussion about company cultures last week when someone asked, “What type of culture is best for a company?” The answer the panel initially offered up was a derivative of “it depends.” There is no one best type of culture that applies everywhere. No one was trying to wiggle out of…
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What’s the most critical link in your value chain? That’s easy—the last one! It ends right at the customer and connects your company, your employees and your buyers together. It’s the link that converts everything your company stands for and does, and turns it into revenue. The last link can be the strongest (or the…
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Two Simple Rules To Follow When Asking For Funding

Around this time of year budgets for sales incentive and employee recognition programs are being submitted, analyzed and hopefully, approved. I say hopefully because not every request for funding makes the cut. And while the reasons for rejection can vary, they usually come down to two interrelated things: credibility and accuracy. Keep in mind that…
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How can you effectively recognize employees and strengthen your organizations brand using the power of social currency? The more managers can do to facilitate the social currency of rewards, the more effective your recognition program will be. Managers should give employees the kind of recognition they want to talk about, and a means to do…
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Make Recognition Part Of Your Sales Process

Do your reps hate the “p” word? Secretly, some complain your sales processes can be an intrusion; a form of micro-managing that takes away their ability to do things their way and to put their own creative touch on things. Of course sales ops would disagree and argue that process isn’t intended to be the…
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Reward Reps Who Properly Prepare SMEs

In today’s complex selling environment sales successes are contingent on how effectively individual reps are preparing subject matter experts. SMEs enter the selling dialogue at key times. Their presence bolsters credibility for the seller and reduces risk to the buyer. But to have the desired impact they need preparation. They need to understand key aspects…
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Turning HR Challenges Into Opportunities

Human capital leaders have a lot on their plates these days. After all, isn’t just about every important metric the organization tracks talent-dependent? Productivity, efficiency, customer and brand equity are all reliant on the actions and attitudes of people. Throw in the constant challenges HR deals with related to retention and recruitment, and it’s clear…
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Encouraging Behaviors That Lead To Sales Success

I’ve talked a lot lately about using recognition to encourage behaviors that lead to sales success—those critical steps that reps can take to gain customer confidence and advance the sales process. But what are those steps exactly and how can your program inspire them? Here are three examples of what to look for and what…
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It’s that time again. Sales plans for the upcoming calendar year are being discussed, debated and blueprinted. The goals are obvious: to optimize sales results across the entire enterprise. Unfortunately, not every approach will realize their full potential. Every sales plan has a lot of moving parts: segmentation analysis, forecasting, territory allocations, quota assignments and…
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Are you hiring sales people? This means you are either growing and need more of them or are underperforming and need a new approach. Either way, as the battle for talent heats up you will need to hire more and more young people. The problem is younger people are not immediately prepared for sales jobs,…
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