Across industries, buyers are gravitating toward vendors who demonstrate genuine patience and partnership. They want vendors ...

Setting sales quotas is one of those rituals that company owners enjoy about as much as paying taxes. For some it’s an annual event; for others, a quarterly exercise. Know this: Whether you have two ...

Sales quotas are benchmarks used by companies to mark the minimum number of units each sales employee must sell during a given period of time. While these numbers clearly state the conditions for ...

Marketing campaigns can include billboards, advertisements, magazine articles and banner ads, but it's up to the sales team to get the stuff out the door. To accomplish this goal, sales teams can do ...

SCOTTSDALE, Ariz.--(BUSINESS WIRE)--A new survey from the Alexander Group reveals the latest in contemporary sales quota management practices. More than 170 sales departments participated in the ...

There’s something I’ve learned in the last 10 years as President of a growing small business that you probably won’t hear elsewhere: For burgeoning small businesses, establishing a sales quota is more ...

Every job has or should have an identified set of objectives, some measurement by which an associate’s effectiveness can be gauged to be unacceptable, acceptable or superior. Every job has or should ...

In consultative selling, the rep is supposed to be a "trusted advisor" facilitating a customer buying decision. If that's so, shouldn't we scrap the entire idea of sales quotas? Seeley believes there ...

If you’ve ever run a 10K road race, you know that race organizers spend a lot of effort to have volunteers at every milepost telling runners what their time is. If you’re like me, you’ve probably sped ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. For any sales professional, goals can be a great motivator. When you set the right goals, ...