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Managing Sales Performance – The Fairness Factor
Incentives Financial incentives in the form of bonus or commission payments have long formed the backbone of company’s efforts to motivate sales people. Smart sales managers have also long understood that certain conditions need to be in place for the financial...
7 Tips for Selling to Senior Executives
I can vividly remember the time when I was accompanying a seasoned sales professional who was visiting one of his best customers. The salesperson was used to doing business with a few primary contacts, whom he had developed strong relationships with. However the...
Coaching Conversation – A Way of Life!
Walking in the garden this morning, I overheard bits of conversation from a young couple - perhaps newly married! The lady was saying, "..... I need to have my breakfast by 07:00 am .... else, it upsets my schedule for the day .... " and the gentleman responded,...