This article outlines well-known problem areas that a compensation plan design incurs and how to help avoid/overcome these issues.
We discuss how tracking the emotional state of the recruit as they pass through the various stages of the recruitment and on-boarding process.
This article highlights how the Customer Experience (CX) has become established as one of the most important differentiators between market leaders and followers. We explored CX in the context of B2B sales and posed the question, does it have a place?
Do you get a good return on your investment on your sales training? As an HR or training professional within an organisation, how do you ensure that the sales training you buy is truly effective? In this article, MD Lars Tewes explains.
Salespeople are renowned for their resistance to change. But for the sake of sales success, change they must. In this article Associate Director, David Batup explains.
This article explores the application of having the right conversation. It relates to buyers as individuals and is respectful of their time, position and workload. In this way, sales teams can create clear water between themselves and their competitors, which will influence the final decision.