Sales Compensation

The trend in industry of removing layers of management between the sale force and the general manager presents a challenge to those sales managers who remain. To begin with, the sales manager becomes...

A reader writes in with issues stemming from a lack of protocols for her company's commission program

"Are salespeople asking their prospects the wrong questions?" The answer to this question? Well, it’s actually yes and no. Yes, many salespeople are asking good questions that help uncover whether or not the...

Looking for the ultimate fix and perfectly flawless solution quickly becomes a diversionary tactic and justification of your current performance, as well as an excuse why you do not have to change you...

"Top 100 Blogs to Boost Your Sales Skills." Looks like my blog has been included in this list.

The very best sales managers engage in frequent coaching and feedback, even when their salespeople work in remote locations. While encouraging salespeople to air their problems openly and discuss their concerns, sales managers...

Here's one tip in particular I felt was so relevant during a time where customer retention and acquisition is top of mind for all companies and salespeople. Here are some best practices when...

To complement my last blog where I shared some valuable tips on how to generate more referrals, I felt we needed to get even more tactical by revisiting the positioning, language and the...

I chuckled to myself when I read about the seven deadly business-killing sins that entrepreneurs should avoid. It’s not because they weren’t spot on, but because of what was missing....

What kind of prospector are you? Although developing a unique, personalized approach to prospecting is encouraged, there are some pitfalls to be aware of and some communication styles to abandon that you may...

Here's one of the photos that was taken at Ziglar headquarters in Plano, Texas in the studio after my conversation with Zig last week that I'm fortunate to say we captured on video....

I had the distinct pleasure last week of sitting down and meeting with the master of selling and personal development, the often imitated but never duplicated, Zig Ziglar."Wow! What an amazing experience. What...

In this podcast, I’ll share with you the steps you can take to coach people to become more accountable around their job and their goals, and the questions you can use to achieve...

Sure, you can ask your prospects the more generic questions about the current products, services, solutions and venders they currently use. But what about the questions that facilitate a buying decision; the tougher...

Salespeople wear their emotions on their sleeve. As such, your prospects will sense your reluctance or fear. A prospect wants to do business with a salesperson that's excited about what they have, not...

Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. So, let me paint you a visual of the typical scenario being...

This week on CanDoGo is Tom Hopkins week. He will be the featured author all week on www.CanDoGo.com. In honor of this amazing thought leader, CanDoGo.com will be featuring classic short video’s including...