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...

Placing the Right Salesperson in the Wrong Sales Role
01/29/2019
One of the biggest mistakes I see in sales talent management is placing a good sales hire into a position that doesn’t fit the person’s skills or talents. Nothing will squelch the fires of motivation more thoroughly than a poor job fit. Sellers become frustrated when they can’t successfully do the job they want to do. Research conducted by the Chally Group Worldwide (now part of GrowthPlay) demonstrates that as much as 65 percent of job dissatisfaction is a result of these...