"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
One of the many topics that I hear the sales community discussing is how to pay salespeople and what the ratio of base salary to commissions should be to create the on target earnings ( OTE). What then is the motivational impact of a lower base salary base vs. a higher base salary for the candidate? I have been listening to and coaching salespeople who are in the interview process and it is fascinating to me what I hear. One strongly expressed view is that a lower base means the company does not value sales. Conversely, I have to talked to many higher level people making the hiring decisions and the view is equally strong that ...
I was just reading an email from a gentleman who is changing his profession and becoming a member of the sales community. He is a police officer and has just committed himself to a new career as an insurance salesperson! Wow! So, I want to offer my congratulations to him. I applaud not only his resolve in making a change but for doing it in a demanding and tough field. Time will tell if he will be successful. I think he will be. So, to the newest member of the sales community, I offer a collective and warm welcome to our world! You have many sales professionals rooting for your ...
Sales Community members... I have been asked several times to share my thoughts on the intersection of the practice of law and the ART of sales! Wow...anyone who has ever met me or has read my stuff, knows that I passionately believe that we are ALL in Sales, so my initial "answer" is YES, there is a clear connection. So, rather than just throw my thoughts out here (and you know I have them) I really want to invite the lawyers in my community ( yes, you know who you are!) to help on this ever so lively topic. Here is one thought starter...with respect to this topic, is there a difference between "business development" and "sales"? ...
Closing the Deal. What we all strive for and what puts food on the table. There is nothing like the rush of seeing a prospect we have been cultivating finally spill ink on the contracts in the form of a signature! I have seen ( and done) some pretty inventive things to close the deal. ONe story that comes to mind from many years ago was when I once overnighted a series of contracts to a prospect and asked him to either: Please sign the deal. Please sign the attached document explaing that he did not want to save money and rejected our offer. I explained in this letter I had to prove to my boss that this deal was ...
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