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 ...

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 ...

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 ...

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 ...

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 ...

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 ...

As CEO of a technology company and founder of an MSP sales training academy, I’m always looking for smart ways to set quotas. Quotas aren’t sexy. Yet, they’re the essential yardstick by which most ...