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 ...

Last week, I pointed out that only half of the world's sales reps achieved quota in 2009, and a number of posts complained that quotas were being misused to beat sales reps over the head. They're ...

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 ...

If you’re in the early stages of investigating franchise business ownership, there’s something that I want you to be aware of, so you won’t feel ambushed when you start reading the Franchise ...

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 ...

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 ...

Quotas are an oft-used management tool. Retail clerks and meter maids alike work under quotas. But sometimes quotas work against companies. Like when employees at a bank open millions of accounts that ...

Personal selling is a key ingredient in making the American economy go. According to the US Bureau of Labor Statistics, about 10% of the labor force in 2012—some 14 million people—was engaged in ...

Ah, the many obligations vying for your time! Correlated data trends, custom content and getting help with on-boarding are solutions. There are no easy answers here, but there are several strategies ...