Editor Choice : Feb 2006

The Three Most Common Mistakes Sales Managers Make
by Dave Kahle
In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager on their way up the ladder. And the aspirations and strategies of the company's management must be imprinted by the realism of the sales manager as they come down from above. Sales managers are the conductors who carefully orchestrate the tentative entanglement of the sales people with their management.... [Read More]

Create a Compensation Strategy
By Leon Frank

The need of the hour is to design simple to understand , to implement , to measure compensation plans for front line staff ......