When I was a young sales manager, one of the most challenging parts of my job was having 1-on-1 meeting with my sales reps to assess their performance. It was easy to do when they were rockin’; I’d give them a few pointers and some words of motivation and send them back out. But when […]
3 Keys to Creating a Great Sales Contest
I’ve coached a lot of sales managers and leaders on how to drive business with their teams. One of the most common tools they reach for is the sales contest. They tend to think that a good sales contest is the panacea for all their issues – that the only thing keeping their people from […]