2014 Incentives Sales Management 
SBI Growth
SEPTEMBER 23, 2013
Your Sales Strategy. It is one thing to have a sales strategy. You know you need to begin planning for 2014 now. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough?
SBI Growth
JANUARY 5, 2014
In this post I want to recommend three ideas to raise your game in 2014. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Every sales manager is time starved. INTERNAL MEETINGS.
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SBI Growth
AUGUST 13, 2013
To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)
No More Cold Calling
DECEMBER 30, 2014
Goodbye, 2014. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. This is how it’s always worked in most sales organizations. Learn more.) [Top
Understanding the Sales Force
AUGUST 20, 2014
Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations. Their sales competencies and Sales DNA will explain lack of performance.
Understanding the Sales Force
JULY 22, 2014
With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Objective Management Group (OMG) has three candidate assessments that provide companies with exactly that for sales, sales management, and sales leadership (VP/Sales Director).
Understanding the Sales Force
JULY 20, 2014
Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? ". Companies that use OMG for sales selection enjoy incredible consistencies, reduce their turnover, improve their on boarding time, and significantly increase their success rate.
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