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 that … More How Much Should I Invest in a Sales Incentive Program?

Sales Meetings – Snoozapalooza or Motivational Tool?

It’s Day Two of your Sales Meeting. Pete is droning on about his customers in SouthWest II territory. It’s the eighth regional sales presentation of the day. No-one is paying attention (maybe not even Pete…) You’ve taken your sales team off the street for three days, spent thousands of dollars to fly them to a conference room … More Sales Meetings – Snoozapalooza or Motivational Tool?

Making it Stick

If you’re lucky enough to have a small, direct sales team, then an incentive program isn’t that difficult to communicate. After all, these folks report to you, are paid by you, and spend all day (hopefully) thinking about your products and who to sell them to. But if you’re going to market through indirect channels, you … More Making it Stick

Marketing and Workplace Engagement – Two Sides of the Same Coin

Workplace Engagement was one of the three overarching themes of the BMA14 Conference in Chicago last week – which was surprising, since the Business Marketing Association (BMA) is dedicated to promotion and education of Business-to-Business Marketing, not Human Capital. Time and again, speakers referred to defining and promoting brand values and brand image internally to strengthen … More Marketing and Workplace Engagement – Two Sides of the Same Coin