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- Design Sales Compensation Plans Carefully
- We've all heard the notion that money is not a primary motivator of people. We're here to dispell that notion, especially as it relates to your sales force. While a number of factors enter into the motivation equation, compensation certainly ranks near the top for sales people. In fact, someone...
- White papers 1999-08-01
- Respond to Customer Inquiries and Complaints Promptly
- With all the talk about customer service and responsiveness, it is interesting to note how many businesses talk a good game but just don't deliver. We can all relate experiences with businesses where an appropriate sense of urgency didn't seem to exist. One area that seems to stand out is...
- White papers 1999-04-03
- Turning Satisfied Customers Into Loyal Customers
- While building a customer base, businesses sometimes move too quickly and focus on quantity rather than quality. Just as organizations experience turnover in their employee ranks, turnover occurs in the customer base as well. The extent to which both occur has a significant influence on your bottom line. There is...
- White papers 1999-03-12
- Spend Promotional Dollars Wisely
- In the spirit of promoting a business and its products and/or services aggressively, some companies take a shotgun approach to their promotional efforts. With this approach they place ads in publications or other media that might have little or no relevance to the markets they serve. A targeted approach is...
- White papers 1999-11-12
- Differentiate Your Business Based On Outstanding Customer Service
- There is so much lip service paid to customer service that even those businesses that provide lousy customer service begin believing their own hype about how the customer comes first. The fact is that most businesses do a very poor job of serving their customers. Many have simply fooled themselves...
- White papers 1999-07-05
- Stay In Touch With Customers
- "In the early stages of building a business, the owner is heavily involved with selling and/or customer service and, therefore, in constant contact with customers. The owner has a good feel for what they want and their reactions to and perceptions of how you conduct business. As the business grows,...
- White papers 1999-09-13
- Why Sales People Fail
- Having a quality sales force in place is essential to the success of most businesses. As with most employees, there are always a few employees who just don't fit the position they are attempting to fill. And in some cases, people who are a good fit can fail as well...
- White papers 1999-09-06
- Sales Compensation Plan Components
- A sales compensation plan cannot be developed carelessly if sales reps are to be properly motivated and compensated. We find that many companies have ill-defined, confusing and generally inappropriate sales compensation structures. Read on to know more.
- White papers 1999-08-09
- Business Problem: Difficulty Closing Sales
- Without question, closing a sale requires hard work and persistence. The success rate for most companies is dependent upon a number of factors. Most organizations think that price is the single most important factor in closing sales.However, price is most often a factor when there is little differentiation in the...
- White papers 1999-05-04
- Sales and Wasting Time
- The way that sales people utilize their time is critical to their success. Many sales people are simply ineffective time managers. Every minute of every day is essential to a sales person. Sales managers need to stress the importance of time and help their sales people understand how wasted time...
- White papers 1999-03-16
- Use Market Research To Gain A Competitive Advantage
- One of the most comical things we observe in the businesses we work in and with is the rationalization for not conducting market research studies. There are numerous reasons to use market research in any business, large and small. A fundamental requirement for success is understanding what product or service...
- White papers 1999-05-22
Additional Resources
- RWD Technologies Appoints Scott Paddock, Senior Vice President, Applied Technology Solutions Division; RWD Appoints Douglas May as Director of Business Development
- BALTIMORE -- RWD Technologies, Inc. RWD, a company that develops, implements, and supports products and services in the areas of training, consulting, and organizational performance, announced it has appointed Scott Paddock as senior vice president and Douglas May as director of business development of its Applied Technology Solutions division. With...
- Research articles 2005-07-06
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