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Armchair Quarterbacking in Sales Organizations - A fresh look at optimizing the sales forceThe pursuit for growth in an uncertain economy has many sales leaders looking for a competitive edge. Michael T. Spellecy discusses a method to help maximize sales performance which begins by validating the brand with customers and employees and concludes by examining several best practices for hiring, training, coaching and motivating sales people.
Author:Michael T. Spellecy, Corporate Vice President and Managing Consultant, Sales Effectiveness Practice, Maritz
Non Cash Rewards are Best for Peformance ImprovementMany companies believe that incentive and recognition plans improve performance. But when companies use cash as the reward for incentive and recognition initiatives, those programs usually end up getting confused with compensation, creating a less effective and less flexible reward system.
Author:Maritz Motivation
