Have you ever had a client who just didn’t work out? You tried your best, yet it seemed like it was destined to fail from the start. Well, guess what, it probably was! I have been in sales for a really long time, and one thing one of my early mentors taught me was this: sometimes, […]
It’s no secret that today’s buyers are much better informed than their counterparts just 5 or 10 years ago. Today, information is a mouse click away on the Internet and in fact, a study by Accenture revealed that a staggering 94% of B2B buyers conduct some sort of online research before making a purchase. But […]
VP Sales Job Tenure Has Shrunk 7 Months – This Trend Explains Why The VP of Sales’ average tenure has steadily declined the last seven years. Once standing at a healthy 26 months, it’s now just 19 months. 7 months of tenure have evaporated. A year-and-a-half on the job isn’t much time to make the […]
With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? I wish I could say it’s all about incentives, but the truth is a bit […]