by Jonathan Brickman | Mar 23, 2012 | Business Principles, Sales Management, Want to be a great salesperson?
This is from @seanblack, CEO of SalesCrunch. This is so true. Most of us still don’t really understand or appreciate the art and science of sales and difference between an effective and excellent sales professional and the lingering “cliché” back...
by Jonathan Brickman | Feb 27, 2012 | Sales Management, Want to be a great salesperson?
This is from a former colleague. Some great observations worthy of review…although I don’t agree with all, I do with most. The key take away for me is to figure out the correct manager-salesperson “relationship” so both can thrive. ...
by Jonathan Brickman | Oct 19, 2011 | Business Principles, Compensation, Sales Management
Expansion Stage Sales Compensation: Are You Paying Too Much or Too Little? Oct 17, 2011 by Brian Zimmerman – compensation, expansion stage, sales management, sales teams We’ve all heard Tom Cruise’s famous line from Jerry Maguire before. You know, the one where...
by Jonathan Brickman | Oct 18, 2011 | Business Principles, Sales Management
I have always been a firm believer and practitioner of creating the right incentives to drive the desired behavior. It would be nice to rely on your employees to do the right thing for the shareholders but that’s a bonus if that happens so the sure...
by Jonathan Brickman | Oct 7, 2011 | Business Principles, Sales Management
I had yet another conversation with someone today who expressed concern about the lack of a coherent sales and client service strategy. I can’t tell you how many times I have seen and heard this same concern. These companies almost always operate under...
by Jonathan Brickman | Sep 30, 2011 | Closing, Sales Management, Want to be a great salesperson?
It’s almost comical to me how many times I have heard salespeople make it seem that to “ask for the order” is a heroic effort. Huh…Isn’t that what salespeople are supposed to do? I had a call with a seemingly well qualified, solid...
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