An important element of sales motivation is the expectations and needs of your sales reps. Salespeople have expectations about the type of compensation and rewards they should receive for hard work ...

Watch this week's Short Attention Span Sales Tip here. Welcome to one of the most difficult weeks in the selling year! Many of us — and perhaps even most of us — work quite well in a chaotic ...

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 ...

A common complaint that I receive from clients is that sales people do not seem to be hungry these days. Despite being praised, spiffed, cajoled, or threatened sales people do not seem to be motivated ...

In anticipation of our Techonomy Detroit conference on September 16, we are profiling Detroit-area tech startups that are driving the city’s re-emergence as a center of innovation. What do you do as a ...

Sales are the lifeblood of any business — but selling is hard. When you’re struggling to find new prospects, it’s easy to get down. When you’re struggling to turn prospects into customers, it’s easy ...

Running contests with your team is a tried and true way to amp up sales and motivate your reps. However, sales contests are only as successful if they are executed properly. If you do it right, you ...

Sales success requires more than talent, and more than skill. In sales, the intangibles matter: Perseverance. Self-discipline. Mental toughness. Ask any decorated long-term sales professional, and you ...

The insurance industry, marked by its intricate nuances and the noble endeavor of safeguarding futures, requires individuals with grit, determination, and a zeal to make a difference. Sales agents ...