Surviving a Tough Economy

It’s tough out there and getting tougher. Research shows that the overall number of businesses in South Africa has diminished across most sectors. This is particularly apparent at the smaller end of the spectrum, where…

Developing Diagnostic Tools

Diagnostic tools are a critical element of any sales organisation’s arsenal. A detailed diagnostic questionnaire will enable the sales team to analyse their customers’ needs and sell them the right…

Design a Plan that Pays Off

Compensation is a vexing topic because there are few rules that apply. There are many options when it comes to designing a compensation plan. Because the best ones mirror the…

Golden Handcuffs

As a great believer in performance- based compensation structures that focus on the roles, responsibilities and individual goals of each team member, as well as the overall goals of the team, I’m also a firm supporter…

More Hands on Deck

Are you thinking of hiring an additional sales manager? Make sure you do it for the right reasons. The company’s executive team must have a specific goal in mind –…

Creating Inventive Sales Incentives

When I was appointed national sales manager of business credit information company Dun & Bradstreet South Africa, the company won the Hemispheric Sales Competition (a worldwide sales competition) for three…