BLOG ROUNDUP FROM THE SELLING POWER BLOG Are Your Sales Quotas Causing Top Performers to Quit?


MARK DONNOLO MANAGING PARTNER SALESGLOBE


Years ago, I sat in a smoke-filled room with the head of sales for (ironically) a health insurance company. In between drags on his cigarette, he described how his top sales reps were all leaving the company – because of quotas. “We knock it out of the park and what kind of reward do we get? A bigger quota next year,” he said. It was true. The company had an outdated quota-setting process. Most quota problems are not about the number, necessarily. They’re about the process: how executives determine and allocate a revenue goal throughout the sales organization. From the results of a recent survey of sales leaders conducted by SalesGlobe, below are the six biggest quota-setting challenges companies face today. Read More >


FROM THE SALES LEADERSHIP BLOG How to Find Your Sales Presentation Persona


SCOTT SCHWERTLY FOUNDER AND CEO ETHOS3


I have been studying the public speaking styles of famous politicians and business leaders for over a decade. I have studied magnetic ones. I have studied terrible ones. But I have never seen someone as intriguing as the 16th President of the United States. His mannerisms have been noted as awkward yet warm; his voice unpleasant yet pro- found; his thoughts clear yet argumentative; and his appearance as ungainly yet cool. Either way, he made a lasting impact on American politics and the world. So how did he accomplish such an amazing feat? It all boils down to his presentation persona. What’s yours? Read More >


FROM THE SALES 3.0 BLOG How to Embrace Sales 3.0 Strategies


In today’s world of electronic communication in business, keeping track of it all might seem daunting to the digitally uninitiated.


PAUL D’SOUZA FOUNDER


DELIVERING PEAK PERFORMANCE


The good news is that – because so many of our customer touch points are digital – the dots are connectable. This is where Sales 3.0 comes in. The new breed of technol- ogy solutions in business intelligence, analytics, and machine learning give sales and marketing organizations the ability to help their salespeople make the right call to the right prospects with the right offer. There are several solutions and technologies you can deploy. My suggestion: Do not


throw money at this transformation. Instead, go about it systematically. Here are four steps to take to help ensure you don’t waste your time – or money. Read More >


SELLING POWER JUNE 2017 | 19 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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