In the sales world, commission is a strong motivating factor; a hefty paycheck is often the hanging carrot that allows many salespeople to deal with rejection after rejection before landing the big ...

As a leader, it’s your job is to empower your team and ensure they are confident, passionate and committed to growing the business -- because they play a major part in its success. Not every team ...

Inadequate product or service knowledge and lack of sufficient effort are, according to a study conducted by the University of North Carolina-Charlotte's Belk College of Business, two main reasons why ...

Recruiting and motivating sales pros can be crucial. After all, sales are the lifeblood of any successful organization. With this in mind, I caught up with Bob Harris, President of Attrition Busters.

Everyone knows that salespeople are motivated by money, but what are the other factors that determine top sales performance? I had a chance to catch up with sales expert Adam Honig, CEO of Spiro ...

Executive Roundtable is a weekly column by TEC Worldwide, an international organization of more than 7,000 business owners, company presidents and chief executives. TEC members meet in small peer ...

Weather forecasters have been describing the last few days as fall-like, and I love it! It’s been beautiful out, and while I’m sad to see the summer days fading away, I am excited for cooler, fall ...

I am the COO in a haircare manufacturing company. When we started out we had no budget for marketing so our sales were done by convincing the trade to stock our products. After about 3 years, we moved ...

Believe it or not, every sales person isn't driven to be the number one rep for the company. Any sales manager who thinks reps are motivated by this one, single thing is terribly mistaken. Like any ...

Motivating your sales team month after month is no easy task. Not all sales incentives are created equal. A gift card to a chic boutique might motivate one sales rep but bore another. A sales ...

As the economy starts to reopen, companies face a delicate question: how can they sell – which is essential to their survival - but do it in a way that isn’t perceived as desperate or off-putting? One ...