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- Sales Force Size And Territory Alignment Process
- An efficient and effective salesforce is required for enhancing the sales productivity of an organization. Sales management is the process of managing the activities of the salesforce towards the aforesaid endeavor. One of the important tasks of sales management is to ascertain the salesforce size to be deployed in a...
- Presentations 2003-01-01
- Hiring And The Law
- From the executive summary: ‘As a potential employer, companies must be concerned about the potentially discriminatory effects of word-of-mouth recruiting. If employees disseminate job opportunities, there is likelihood that such information will reach a disproportionate number of people of similar ethnicity, religion, and employees. Such practice is sure to perpetuate...
- White papers 2003-01-01
- Hiring Awesome Employees Entrepreneurial Hiring: Think Salesmanship
- From the executive summary: ‘When hiring becomes salesmanship, component analogies fall neatly into place. The applicant pool becomes the target market. The job becomes the product one is selling. And, the candidate becomes the customer. The customer is at the center of the approach. Yet, viewed from the perspective of...
- White papers 2003-01-01
- Hiring Your First Employee
- From the executive summary: ‘At some point in the development of a business, one will probably find it beneficial to hire company's own employees. This is another critical legal milestone for the company, bringing with it many additional state and federal laws and regulations. It is also a time for...
- White papers 2003-01-01
- Screening Candidates
- From the executive summary: ‘Hiring is hell. Remarkably low unemployment has reduced the ranks of available candidates, and recruiters are just about doing handstands to attract qualified people. One cannot afford to make mistakes. Fortunately, one can use a slew of software packages and high-tech services that address all stages...
- White papers 2003-01-01
- Screening
- The diverse competitive market has given rise to various types of hiring methods adopted by companies of late. One of the methods viz. ‘screening' has become widely popular. It involves series of tests and interviews that a candidate is likely to undergo. Experts believe that the process helps weed out...
- White papers 2003-01-01
- There's No Shortage Of Top Talent. You Just Need To Know How To Hunt
- Most executives or workers love to work for a company that pays well. Nothing comes free, so does the job. Thus, organizations must make an effort to find the best talent and polish them in accordance with the requirements. A business cannot be run successfully without the support of talented,...
- White papers 2003-01-01
- The Customer Voice
- Customer satisfaction should be the motto of every business organization. The process calls for adopting ‘customer voice process management' tool. Customer voice interprets the markets, the sales channels, the sales people, and the customers. The aforesaid process helps in identifying the areas where a business organizations needs improvement. The loopholes...
- Presentations 2003-01-01
- Need Market Research?
- Marketing cannot be complete without an extensive research. Market research is the essence of every business. Companies ought to identify their target customers, the loopholes underlying within, and the task to be accomplished. Every organization must know who their clients and customers are and what they want. The process calls...
- White papers 2003-01-01
- Market Development Data
- Market research is usually carried out to prepare an extensive database about the customers. The database helps in identifying the needs and requirements of customers. The market development data is the building block of a marketing strategy. A market development data involves doing an assessment, setting the marketing objectives, selecting...
- Presentations 2003-01-01
- Finding And Hiring Great Employees
- Every company stands on the pillars erected by its employees. If employees do not give quality results, the whole company can crumble like a pack of cards. Thus, it is the onus of companies to recruit the best talent. The function of management should be to locate, hire, and retain...
- White papers 2003-01-01
- Finding Talent
- As the need for employees becomes acute, CEOs find that their standby staffing methods are not enough anymore. Thus, the need to recruit talented staff increases manifolds. Experts suggest that one can go as far as possible to find the right kind of people. In this world, there is no...
- White papers 2003-01-01
- Fighting The War For Top Talent
- From the executive summary: ‘Most companies remain in the middle of a battle for its most important asset: the unique group of people who develop and implement a company's business strategy each day. It is a battle that promises to grow more intense with time. In the knowledge economy of...
- White papers 2003-01-01
- Key Account Management: Marketing And Sales Excellence
- In sales parlance, account refers to a client being managed by a sales agency. Account management involves active interactions with the customers with a view to analyze their changing tastes and preferences. The responsibilities of a key account manager include initiation of the account, setting objectives, and planning strategy. The...
- Presentations 2003-01-01
- Managing The Hiring Process
- Most big conglomerates face a tough challenge of hiring the best person for a specialized job. The best way to deal with the challenge is to efficiently manage the hiring process. Successful hires are the ones that bond well with the management style of the organization. It is also important...
- Presentations 2003-01-01
- Compensating Your Sales People Effectively
- From the executive summary: ‘Even though the last couple of years have been good for many companies, most will admit to a general uneasiness about the demand for their products. Markets are leveling off, and customers are much more conservative than they used to be. Constant change, growing competitors, and...
- White papers 2003-01-01
- Maximizing Your ROI On Every Salesperson
- From the executive summary: ‘It is critical to be able to measure the effectiveness of each salesperson and all sales transactions. The process involves simply looking at sales volume and sometimes margins. But, this is not enough. One needs to measure at least five variables if a company wants to...
- White papers 2003-01-01
- Motivating Your Salespeople
- From the executive summary: ‘The most universally successful way to motivate salespeople is based on discovering what the other person needs. And, smart questions give the tool for discovery. The right questions can help a company discover the needs of individual sales team members as they develop and as jobs...
- White papers 2003-01-01
- Motivating Your Salespeople #2
- From the executive summary: ‘One major profession that has a very different standard from others is selling. Whereas almost every other professional is expected to successfully complete almost everything they start, it is normal for salespeople to fail most of the time. Even if they are the best at what...
- White papers 2003-01-01
- Motivating Your Salespeople #3
- From the executive summary: ‘When it comes to rewards, most managers feel that the only thing their employees want is more money. While money can be an important way of letting employees knows their worth to the organization, money does not tend to be a sustaining motivational factor to most...
- White papers 2003-01-01
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