Category Archives: Sales Management Articles

Habits, the process in which the brain “converts a sequence of actions into an automatic routine” (Duhigg, 2012), help define the rational behind our personal and professional actions. At the core of every habit exists a loop consisting of a cue, routine, and reward that can be altered, removed, or added (Smith and Bolam, 1990).

How are your numbers looking one month into the quarter? We polled our network of VP Sales to see what is at the top of their dashboard for evaluating the health of the sales effort running towards quarter end. Here are the top responses: 1.    Pipeline – is it above or below the target multiple

Spending on marketing vs. spending on sales in B2B companies? The debate over which path yields higher results will continue into perpetuity. In a recent SoftwareCEO.com article, author Maureen Blandford asks some good questions about how marketing investments actually benefit B2B sales: “what happens if you stop producing marcom material, for a year? And most

We all know how hard it is to get the sales force to review losses. When big deals are lost, it is typical for the reps to feel increased urgency to close the next deal – the targets aren`t sympathetic. But managers can gain valuable insight from analyzing losses across the force. Good post by

Salesforce Inc. is a household name in the Customer Relationship Management (CRM) area. A pioneer in providing sales and marketing information and support over the internet, the company has gone a long way to becoming the most sought-after solution for on-demand CRM support. But they are not alone in the market. Two years ago, Oracle