Are You The Sales Rep’s Emotional Favorite?

Selling through a network of third-party reps or sales agents can be a challenge. How do you get more than your fair share of their time? When I was marketing a line of electronic components at Panasonic, we spent a lot of time thinking about the most effective ways to work with our sales partners.Continue reading “Are You The Sales Rep’s Emotional Favorite?”

How do you Define a Product Manager?

A “Product Manager” role often describes a perfect person who will solve all your problems! It’s a broad term that can encompass a range of skills and responsibilities…and so is often misunderstood, or badly implemented. In the worst case, it becomes the person who does everything that no-one else is doing. I have worked withContinue reading “How do you Define a Product Manager?”

Keeping it Simple – Sales Incentives

Have you ever run a contest where a salesperson hit a big bonus or qualified for a trip by gaming the system?  If you’re in Sales or Marketing management, it’s almost inevitable. It’s unfortunate, and it’s frustrating, and you’ll vow to never let that happen again. But the fear of repeating it can often lead to over complicatedContinue reading “Keeping it Simple – Sales Incentives”

How Much Should I Invest in a Sales Incentive Program?

If that’s the first question that comes to mind when you start your sales planning then, congratulations – you’ve already decided that this is an investment, not a cost. And while many marketing programs require money to be spent without a clear path to an ROI calculation, the beauty of a sales incentive is thatContinue reading “How Much Should I Invest in a Sales Incentive Program?”

Sales Incentives and Unintended Consequences

“Do you mind if I include the extended warranty with your purchase? It costs $149, but the final price to you will be the same.” This sounds like a sales scam – add something in at the last minute to boost the value of the purchase. But in this case, I had already negotiated aContinue reading “Sales Incentives and Unintended Consequences”