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 ...

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 ...

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 ...

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 ...

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 ...

Last week, I pointed out that only half of the world's sales reps achieved quota in 2009, and a number of posts complained that quotas were being misused to beat sales reps over the head. They're ...

How real is stress in the sales world? Just ask any professional desperately trying to meet quarterly goals. The coffee. The insomnia. The last-minute pitches. Exhilarating? For newbies, perhaps. But ...

Planning has almost always been a semi-structured process—at best—within organizations. It has typically involved some number of individuals sticking up their fingers into the wind to make ...

Bank workers are routinely pressured to open more and often unneeded accounts for customers as they try to meet strict sales goals, according to a report set to be released Friday by two labor ...

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, ...