Sales Management – Steve Cummins

Top Five Sales & Marketing Books to Drive Your Strategy

Were you at the beach this summer? Did you take a good book with you? While most people grab the latest John Grisham, or maybe a good historical novel, you’ll find me with my nose in a business book (I know….how sad!). So now that we’re headed into cooler days, I thought I’d share aContinue reading “Top Five Sales & Marketing Books to Drive Your Strategy”

How Hubspot Evolved Their Sales Incentives

Sales compensation plans are at the heart of your sales strategy. The way your sales team sells will be driven by the way their pay is structured. And the same goes for those around them. At one company I worked at, sales management was paid on revenue, and marketing management was paid on profit margin.Continue reading “How Hubspot Evolved Their Sales Incentives”

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?”

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?”