Improve Sales Performance

In this document, Mark Syp provides two options for cable multiple system operators (MSO’s) to consider as they look to differentiate themselves in this highly competitive marketplace. The first option explores best practices that drive sales, while the second outlines concepts that improve service quality to retain and grow customers.

Author:Mark Syp, Group Vice President, Major Cable and Telco Accounts, Maritz

There are few – if any – businesses that aren’t feeling the effects of the economic downturn. Call centers can be hit especially hard by a weak economy regardless of their industry. Callers are less patient, the calls may be more complex and the volume can increase during tough times. In addition, financially –strapped companies may find themselves less willing to invest in their call centers-a grave mistake.

Author:Rich Brose, Director, Research Consulting, Financial Services Research Group, Maritz Research

It is imperative, especially during an economic downtime, that organizations retain talent, and continue to build customer, and employee loyalty and performance. The ME& I industry contains proven methods to doing just that, and now, more than ever, it is important that these investments are planned, managed, and carried out to prevent reputational risk issues and are targeted to engage participants and increase value.

Author:Chris Gaia, Vice President of Marketing, Maritz Travel Company

Vendors and their customers have specific goals for their businesses and expectations for each other. Unfortunately, they don't always align. In this paper, Michael T. Spellecy of Maritz shares insights and strategies designed to better integrate these goals and expectations by creating lasting partnerships that drive sales. Utilizing real world examples, Spellecy constructs a framework that begins by validating the brand with customers and employees and concludes by examining several best practices for hiring, training, coaching and motivating vendor sales representatives.

Author:Michael T. Spellecy

The 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

Across almost all industries, differentiation using traditional marketing elements is becoming more and more difficult. Rapid product commoditization, price parity, and diffusion of media channels mean that perceptible differences among brands are quickly evaporating. This erosion is forcing companies to look deeper to create differential value – and many are turning to their overall "customer experience" as the way to gain that advantage. Download this white paper to learn how dynamic people issues play a pivotal role is improving that experience.

Author:Maritz Inc.

Many companies today rely on rewards programs to retain and motivate employees and sales partners. The majority of employees and sales partners today believe they would like to receive incentives in the form of cash or cash cards. But companies should neither take this pressure at face value nor make the decision to shift to cash lightly.

Author:Maritz

Many 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