In the sales world, commission is a strong motivating factor; a hefty paycheck is often the hanging carrot that allows many salespeople to deal with rejection after rejection before landing the big ...

Recruiting and motivating sales pros can be crucial. After all, sales are the lifeblood of any successful organization. With this in mind, I caught up with Bob Harris, President of Attrition Busters.

Inadequate product or service knowledge and lack of sufficient effort are, according to a study conducted by the University of North Carolina-Charlotte's Belk College of Business, two main reasons why ...

Executive Roundtable is a weekly column by TEC Worldwide, an international organization of more than 7,000 business owners, company presidents and chief executives. TEC members meet in small peer ...

As an advertising sales manager, you play a critical role in helping your individual sellers overcome fear and take action to create sales momentum. The great sales managers do this by providing ...

A carefully designed compensation plan based on quotas, commissions and bonuses can be a powerful motivator for sales personnel. And knowing on a day-to-day basis how much they are &#151 or are not ...

My last column about Frederick Herzberg’s “Motivation-Hygiene Theory,” which states that the characteristics that produce job satisfaction are very different from those that induce job dissatisfaction ...

(By Loyd Ford) Staying motivated on Mondays can be a challenge for even the most experienced and successful radio sellers. Here are seven things that radio sellers should know to help them stay ...

CW Industrial Partners, LLC has invested in lower middle-market businesses for more than 20 years. In our view, the key factor to being a successful owner is the quality, commitment and engagement of ...