Tuesday, April 8th, 2025
Retaining top sales talent
How do you hang onto the good salespeople your employ? Enhancing mental health and well-being in sales organisations is key. Retaining top sales talent is a growing challenge for sales leaders. Sales professionals today operate in a competitive marketplace where opportunities are abundant, and organisations must ensure they provide compelling reasons for their best people to stay. The ability to…
Saturday, December 16th, 2017
Motivating and rewarding the sales force
In previous articles of this series in the International Journal of Sales Transformation, “Managing and Measuring Sales Performance” and “Setting Sales Targets”, we presented an outline of the properties of effective sales performance measurement systems guidelines to minimise the unintended consequences of sales targets. In this last article of the series, we address employee motivation and its relation to sales…
Sunday, April 23rd, 2017
Setting sales targets – using not abusing them
In our previous article in this series, “The classic performance dilemma”, we presented a brief outline of the properties of effective sales performance measurement systems. In this follow-up article, we focus on a widespread practice in sales organisations: the use of sales targets or goals. We highlight the key issues associated with performance targets and offer guidelines to minimise their…
Sunday, January 29th, 2017
The classic performance dilemma
How do we achieve a balance between input and output measures to manage sales performance effectively? Lucy is what many people would call a “high achiever”. She had always been focused on delivering the best service for her clients and always supportive of her colleagues and her organisation. Lucy always looked forward to Christmas time. It typically marked the completion…