The No. 1 challenge for midsize businesses in 2019
01/29/2019
Midsize businesses rank the limited supply of talent as their No. 1 challenge in the coming year, according to the JPMorgan Chase Business Leaders Outlook survey, which was released today. About 54 percent of midsize businesses report being very or extremely concerned about limited talent, the report said. Small business are concerned about it too but to a lesser degree. About 28 percent of small business owners said they were very or extremely concerned about potential challenges related to...

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy
01/29/2019
Around this time ten years ago, the US economy was famously tanking.  I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.  During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone.  But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only...

5 Creative Sales Motivation Tactics That Don't Cost a Dime
01/29/2019
Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don't really motivate the entire sales force -- only the top performers likely to win. And while it's good to motivate your rock stars, the top line would be better served by getting everyone striving for the prize. Download Now: Sales Performance Review Template So if monetary...