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  • About the Author: Andris Zoltners

    Professor Zoltners is the Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he has been a member of the faculty…

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21 Sep. 2017 | Comments (0)
Sales Bonuses Are Supposed to Motivate, So Don’t Waste Them on Easy Targets
Most companies pay salespeople a combination of a salary, a commission, and a bonus for hitting a quota, putting a portion of their pay at risk. The …

11 Jun. 2015 | Comments (0)
When Sales Incentives Should Be Based on Profit, Not Revenue
Most sales forces link some portion of salespeople’s pay to sales metrics. For example, they pay a commission on the revenues salespeople generate or …

04 Jun. 2014 | Comments (0)
Does Your Company Have Enough Sales Managers?
Span of control decisions affect sales management efficiency and effectiveness. If sales managers oversee too few salespeople, the sales force incurs …

12 Jul. 2013 | Comments (0)
How to Make Sense of Sales Force Turnover
Turnover statistics only become useful when they are linked to salespeople's current performance and future potential. Current performance is visible …

26 Mar. 2013 | Comments (0)
Does Your Company Have the Right Number of Salespeople?
For sales managers, this is not an easy question to answer. The number of salespeople affects profitably by impacting both revenues and costs. It's ea…

22 Feb. 2013 | Comments (0)
Want Success In Your Sales Org? Look to the Middle.
First-line sales managers (FLM) are the most critical players in a sales organization because they serve three important management roles — and succes…

01 Oct. 2012 | Comments (0)
In Sales, Hire for Personality, then Train for Skill
When it comes to hiring sales talent, most companies prefer to "buy" instead of "build." Leaders of these companies argue that hiring experience reduc…

23 Aug. 2012 | Comments (0)
For Sales Forces, Big Data May Be Overhyped
You've heard the pitch: "You now have a huge volume, variety, and velocity of customer data, sales transaction data, competitive data, and sales activ…

03 Aug. 2012 | Comments (0)
To Build a Great Sales Team, You Need a Great Manager
If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent…

02 Aug. 2012 | Comments (0)
Think Twice Before Promoting Your Best Salesperson
Do the best salespeople make the best sales managers? Almost unanimously, when we ask sales leaders this question, the answer is "no." Yet paradoxical…

25 Apr. 2012 | Comments (0)
Fixing Salespeople's Biggest Complaint: My Territory is Too Small
If you spend much time around salespeople, it won't take long before you hear them griping about the issue that is the profession's biggest trouble sp…