Motivating Sales People: What Really Works
Companies fiddle constantly with their incentive plans – but most of their changes have little effect. Here's a better approach.

We assist customers establish a competitive advantage to outperform their markets with our unique 5-Pillar Revenue Growth Methodology delivered through mutual execution accountability.

The publication comprises five sections, each aligned with the 5-Pillars of a high-performing Company and Sales Organisation.
At the end of each section there is a planning and execution scorecard, mirroring each of the themes covered in the section that enables you to score your current Revenue Growth Readiness.
These scorecards will illuminate where to focus budget and resources to design and execute a revenue growth strategy.

This ThinkSales 2021 Annual, comprises five sections – each aligned with the 5-Pillars of high-performing Sales Organisations – and provides actionable insights for consideration.  At the end of each section, you’ll find a planning and implementation guide, with question-based prompts mirroring each of the themes covered, enabling you and your team ’to make it happen.’

The Business Tornado Era - Disruptive Forces are Converging on Every Organisation
Equip Your Company - Design a Differentiated Sales Strategy


• Cracking the code on revenue growth
• New research: Sales execs selling new products spend up to 32% more Face-to-Face time with prospects
• New approaches for increased success when taking new products to the market
• Improve output of the existing force before adding headcount
• The 5 steps to revenue growth engineering
• Extensive research highlights the importance of vertical customer case studies
• Improve your win ratios – when to use assumptive questions to close more deals.

What great CEOs do differently - The behaviours that set the best leaders apart
How digital natives are changing B2B purchasing
Manage your culture as closely as your strategy

Time to terminate: Robotic outbound sales calls - Here’s what to do about it
Strategy: More frequent sales quotas help volume but hurt profits
Talent: How to make sales training more effective by making it harder
The 10 elements of B2B value: 5 Steps to improve your value proposition

Rushed month-end sales are costing companies millions: At the end of the month reps
often push deals that aren’t ready. While the number of sales increases, the end-of-the-month push coincides with a 51% decrease in overall sales win rate.


Steering The Decision To Buy: In an increasingly complex sales environment,
more and more deals are stalling due to ‘no decision.’

It's 10AM. Do you know what your reps are doing?

How to avoid the 3 traps of selling conventionally in complex B2B sales.

A Play-By-Play Guide For Smarter Sales Engagement Planning: A winning formula for planning client opportunities from start to finish.

Smarter  Approaches to Hiring in Sales: Yesterday’s sales strengths have become today’s minimum skill requirements

Building  a Compelling Case for Change: How to uncover & leverage dissatisfaction as a catalyst for change

• Energise Your Team’s Motivation: Tactics to build & maintain a winning sales spirit
• 10 Creative Marketing Automation: Hacks Improve attention, acquisition, activation & retention rates
• How to Host an Exceptional Internal Sales Conference: Virgin Active let’s us peek behind their curtain
• Why Momentum is Key to Successful Sales Incentive Programmes
• How Company Culture Shapes Employee Motivation
• Help Your Sales People Spend Time on the Right Things

John Kotter on How To Create a Greater Sense of Urgency.

TECHNIQUE
3 Follow-up Strategies to Replace 'Touching Base'...

5 Things Winning Sales Teams  Do Differently: High-performing organisations employ structured sales processes, hold team members to high levels of accountability, and set unreal, ambitious annual  quota targets.

The Power of  Small Wins: Secrets to unlocking a motivated workforce - ThinkSales Issue 20.

How to Manage Your Boss - Why managing up matters...And how to get it right

Harness the science of Persuasion - Hard science on the six basic laws of winning friends and influencing people.

Blue Ocean Leadership - How to engage your employees and stop wasting everyone's time.
A blueprint for releasing untapped talent and energy from the authors of Blue Ocean Strategy.

Exponential growth through market segmentation. A toolkit for sales leaders on the use of big data for selling into micromarkets.

Refine your sales process for spectacular results.

Tweet Me, Friend Me...Make Me Buy.
Social media offers an ideal platform for selling and building customer relationships and brand loyalty. The smartest sales managers are signing up.

Solution Selling is Dead!
Insight selling has arrived.
The new sales elite aren\'t trying to meet their customers\' existing needs - they\'re redefining them.

The Real Secret To Building Loyalty.

New research shows that when it comes to customer loyalty you should forget the bells and whistles and focus instead on effective problem solving.

Value-Leakage=Profit Loss

How to ensure your high value solutions translate into bottom-line results. Exclusive insights from Jeff Thull, author of Mastering the Complex Sale.

The New Breed Of High-Impact Seller.

A global study of 6 000 sales executives shows that highly successful selling is achieved by Challengers, not Relationship Builders.

Matching Sales Force Structure To Business Life Cycles.

The organisation and goals of a sales force have to change as businesses start up, grow, mature and decline.

The Revenue Journal  Cover - Issue 36: 2022-2023 Annual Edition

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The Revenue Journal - March - May 2013

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