An incentive program should not be viewed as a universal fix; it should be integrated with other aspects of sales force management to maximize sales and profitability over the long term.

The U.S. Army Security Assistance Command’s Security Assistance Support Directorate culminated their first iteration of four ...

Training & Evaluation of Sales Management. Sales department managers oversee one of their organization's most crucial activities. Sales is the area of operations concerned with prospecting and ...

Sales is an emotional rollercoaster. As someone on the cusp of Gen Z, I feel like our generation can be a little soft when it ...

Second, some sales leaders believe in training managers, but find it hard to justify a formal program due to the expense. Companies that fail to develop sales managers forego a key opportunity.

My company recently conducted a sales manager training program for a large global company, and we were discussing this reality: You just can’t manage revenue, no matter how hard you try.

In recent years increasing interest has been shown in researching the sales management position. However, little research exists describing the training of sales managers. This article reports the ...

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