Technology Is Blurring the Line Between Field Sales and Inside Sales

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Thu, Oct 03, 2019

Field sales and inside sales have traditionally had their own domains. Field salespeople did the heavy-lifting, working with customers in person. Inside salespeople sold over the telephone and web, and were responsible for the uncomplicated products, small and remotely located customers, and simpler sales tasks, such as lead generation and renewals.


>
Read More

Yes, Freemium Businesses Need Salespeople

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, Sep 04, 2019

Companies such as Dropbox, Zoom Video Communications, LinkedIn and Slack Technologies use a "freemium" business model. They offer a free basic version of their product and count on customers to pay for upgrades to premium versions. Freemium business models have grown rapidly in popularity with tech companies. But do such freemium companies need salespeople?


>
Read More

Seven Ways Sales Teams Can Set Better Goals

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Thu, Jun 20, 2019

Most sales forces use sales goals to focus attention on what’s important and give salespeople direction about what to do. Goals energize people and encourage them to keep going. Very often, companies link sales force incentive pay to goal achievement. This makes effective goal setting essential for directing and motivating sales teams and controlling sales compensation costs.


>
Read More

Four Mistakes Companies Make When Hiring Sales Leaders

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, May 08, 2019

Any company that relies heavily on salespeople naturally wants a highly qualified person to lead the sales force. Judging by the modest tenure of sales leaders in their role, according to recent LinkedIn data, something is amiss. Looking at 150 past sales leaders (VP of sales or equivalent role) at the 100 largest U.S. manufacturing companies, one in four lasted in the job less than two years, and half lasted three years or less.


>
Read More

Why New Sales Managers Need More Training

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Mar 18, 2019

Most sales leaders would agree with what one sales vice president once told us: “If your first-line management is broken, the entire sales force will be ineffective.” Yet many companies don’t do enough to develop their sales managers.


>
Read More