The Global Sales Management Balancing Act: Corporate Control vs. Local Autonomy

How does a company based in Palo Alto manage a sales team in Mumbai? It’s not easy. They are 8,400 miles and 13 time zones apart. And the business customs are very different in California and India. Needless to say, it’s a balancing act. Palo Alto wants control. The Mumbai team wants flexibility and autonomy. …

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What Peyton Manning Can Teach Your Sales Team

Peyton Manning announced his retirement from football last week. Whether you are a fan of the Denver Broncos, Indianapolis Colts or any of the other 30 NFL teams, you’ve got to admit that Manning is one of the all-time greats to play quarterback in the league. Manning’s career is remarkable not only because of the …

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A Question about Draw and Commissions

Today, I got the following question from a sales rep about the repayment of their draw. I am paid a $2,000/month draw and required to sell $22,500 in services each month.  I am paid 15% commission on all sales.  This has been the case since I started 5 years ago.  I consistently meet and exceed …

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Some Observations on Sales Compensation Plans

I apologize for not having posted to this blog for a while.  In March, I agreed to lead the turn around of a business in the coin handling (high-speed sorting, counting, dispensing) industry.  Much of my time has been devoted to that endeavor. Last weekend though, Norm Eagle — Director of Sales for Meta Health Technology, sent …

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Inside Sales and Outside Sales – Working Together

When you employ both an inside sales team and an outside sales team, how do you divide your sales responsibilities? Without a clear definition of responsibilities, inside and outside sales reps can battle with each other instead of with the competition.  If they battle over territories, customers and job roles, your customer gets caught in …

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Inside Sales vs. Outside Sales

Business owners and sales managers frequently debate about whether to invest in an inside sales force, an outside sale force, or some combination of the two.  With inside sales, your sales reps visit with customers and prospects via the telephone, email, and internet.  They do not leave the inside of your office, hence the name. …

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Managing Your Sales Force

Five key elements help you manage effective sales teams and grow a successful business: Well-defined plans Clear communications Processes and tools Performance metrics Flexibility and adaptation Well-Defined Plans Well-defined, precise plans are roadmaps to success.  They present your goals and strategies for how you will achieve those goals.  Success follows when you develop specific plans …

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