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Greetings!
I was recently interviewed for an article in the February/March edition of Business Week Small Biz on how to keep salespeople on-track and motivated over the course of a lengthy sales cycle. The article, "Staying on Top of Your Game: How to Keep a Long Sales Cycle from Derailing Your Company," speaks to the various aspects of managing a sales organization in a protracted sales cycle environment, including forecasting, account management, and sales process refinements. My contributions to the article deal with how the length of a sales cycle differs by industry as well as how the sales incentive plan can be geared to such an environment. Click here to read the complete article, "Staying on Top of Your Game." I hope you find this article of value. Don't hesitate to share with me the topics you'd be interested in reading about in future newsletters. Best regards, |
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| Opportunities to Invest in Your Learning and Development! See Mark present the results of the recent WorldatWork survey he co-authored, "2006 Survey on Key Sales Incentive Plan Practices," at the upcoming Sales Performance Conference, April 16-18, 2007 in Scottsdale. (Get details...) Hear Mark speak on the role of HR in the sales compensation design process at WorldatWork's Total Rewards Conference and Exhibition, May 6-9, 2007 in Orlando. (Get details...) | ||||||
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Mark Davis is a contributing author to The
Sales Compensation Handbook – Second
Edition. Order this seminal text on
Amazon.com.
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| by Albert Einstein |
“Two things are infinite: the universe and human stupidity; and I'm not sure about the universe.”
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