What's my quota? What's my commission? Such questions have infected corporate sales departments since the 1950s age of the Fuller Brush salesman, with less-than-perfect results. They're too costly in ...

Watch this week's Short Attention Span Sales Tip here. Welcome to one of the most difficult weeks in the selling year! Many of us — and perhaps even most of us — work quite well in a chaotic ...

Inadequate product or service knowledge and lack of sufficient effort are, according to a study conducted by the University of North Carolina-Charlotte's Belk College of Business, two main reasons why ...

Are top salespeople motivated by money or meaning? When Dr. Valerie Good of Michigan State University set out to study sales motivation, she discovered a gap. She writes, “Much of the current research ...

Theoretically, being a veteran/legacy sales rep with a large book of business is every print sales rep’s goal. We long for those sleepy, consistent days full of writing up reorders and visiting ...