When I was listening to the president speak last night, it struck me when he said that we all must commit to obtaining more advance training or learning –well I can’t agree with him more.  A competitive marketplace is often separated by the better trained and more talented work force. This made me think—when I […]

I get asked all the time, especially today, what will sales force compensation look like in the future. One of the benefits of the current upheaval is that it gives management a chance to look at all important issues and I think sales compensation is a big issue. Why? Because the market is clearly saying today […]

Following up on last week’s topic is another issue that I find difficult to undertstand and see constantly when we are in the field with sales teams—is the failure of companies to develop and use sales benchmarking techniques and to actually make decisions from the data they have. Managers many times ignore the data and […]