Management

Sales Force Dynamics: Instituting an Ideal Compensation Plan

Sales compensation is a crucial factor in motivation. It is the sales executive’s best strategic tool to drive sales performance and motivate specific selling behaviors. When designing sales compensation plans, one of the most important steps is to identify the appropriate measures on which your sales representatives will be paid. A combination of salary, commission and bonus is usually most effective. The question then becomes how to successfully blend all three that will entice achievers, as well as reward them according to performance. Nevertheless, the plan needs to be...

Third Party Marketing Research… But Why?

By Connie Abood

The advent of user-friendly, online survey tools has made customer research a reality for many companies who previously thought they could not afford it. These tools make it easy for any company to obtain quick, inexpensive feedback from customers. So, you might ask, why would you spend money on a third-party for your research? If you are conducting an important research initiative, consider the following when deciding whether to use your own employees or an independent third party...

Sales down? Not if you are Lucky!

By John Kypriotakis

At one of our recent meetings I asked Lucky, “So, how do you do it?” His answer was brief: great products, great team and proper networking. That was a good start, but I definitely wanted to hear more. Lucky is a networker, a hard worker, a tremendous rainmaker and has a great message for all of us.

How to create a marketing plan that works

By Linda Whitehead

In the simplest terms, your marketing plan is your guiding light for achieving your organization’s business goals and vision. Creating it will take you through the process of clearly defining what you do, whom you want to sell your products or services to, and how you will market your brand or company successfully. It will help your organization decide how to best allocate your marketing dollars to maximize return on investment. The bottom line–your Marketing Plan is your action plan to help you strategically grow your business.

Social Media for B2B?

By John Kypriotakis

My clients often ask: “Does Social Media really apply to B2B?” The short answer is “yes.” But if you need more convincing, check out this video clip (courtesy of the Earnest Agency). I used this at one of my recent seminars. The response was so positive that I figured I’d share it online as well. Let me know what you think… ### John Kypriotakis is the President of Lysis International, a Tampa based Sales and Management consulting firm, specializing in B2B Sales, Management and Leadership. www.SalesAndManagement.com 813-792-8500 Visit the Lysis Blog...

Building a High Performance Sales Team (3 of 3)

By John Kypriotakis

In “Building a High Performance Sales Team” we have covered the following steps: Creating a Crystal Clear Vision, Evaluating your Existing Team and Bringing New Players Onboard. Here then are the final two steps: CREATING THE RIGHT ENVIRONMENT Are the company culture and environment hospitable to a high-performance sales team? The right environment requires a properly designed compensation plan that is attractive to top performers, rewards the right activities and results, is challenging (but still achievable) and, above all, fair. To attract and keep top-performers, the compensation structure has...

Building a High Performance Sales Team (2 of 3)

By John Kypriotakis

The first step in bulding a high performance sales team was to develop and communicate a crystal clear vision and purpose. Here are the next two steps: Evaluating your existing team and bringing new players onboard… EVALUATING EXISTING TEAM Once the job responsibilities, personal traits and professional competencies are defined and agreed upon by the management team, this next step becomes much easier. It’s time to evaluate the existing team… How closely do they fit the profile that is needed to succeed in the marketplace? This is done in...

Building a High Performance Sales Team (1 of 3)

By John Kypriotakis

What a dream come true for any organization, a high-performance sales team. A team feared by competitors and respected by clients for its knowledge, business savvy, value and results. In a perfect world, such a team would simply be inherited. Every member would be a top performer, satisfied with the organization and eager to improve on their existing success. In reality, this ideal is considerably out of reach. Given that a readymade faction of determined sellers is not currently assembled for you, how will you go about building one?...

Team Time Management

By John Kypriotakis

The previous time management related post “Managing the Time of your Life” focused primarily on an individual’s own management of time resources. Working with others adds another dimension - team time management. As challenging as it is to manage time when you operate alone it’s even harder when you work closely with others. If this applies to you, here is a simple “how-to” process to begin managing your time as a team: Make a list of everyone’s top five time wasters (using the technique outlined in Managing the Time of your...

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Sales Force Dynamics: Instituting an Ideal Compensation Plan

Third Party Marketing Research… But Why?

Sales down? Not if you are Lucky!

How to create a marketing plan that works

Social Media for B2B?

Building a High Performance Sales Team (3 of 3)

Building a High Performance Sales Team (2 of 3)

Building a High Performance Sales Team (1 of 3)

Team Time Management

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