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.


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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.


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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.


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Four Ways Sales Teams Could Get More Value Out of AI

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Mar 01, 2019

Arun Shastri co-wrote this blog post with Andris A. Zoltners, PK Sinha and Sally E. Lorimer. 

There is tremendous buzz about artificial intelligence (AI) and its power to transform business. Sales is no exception. AI is associated mostly with online selling at companies such as Amazon and Netflix. Lately articles have reported sky-high ROI from AI designed to boost field and inside sales force performance. From all the success stories, one might conclude that most sales forces are well on their way to realizing value from AI, and that the going is easy.


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What Sales Leaders Need in Order to Excel Over Time

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Jan 21, 2019

Many countries have term limits for their leaders. The premise is that term-limited politicians will spend less time campaigning, amassing political power, and catering to special interests. Instead, they will focus on making policy, working for their constituents, and bringing fresh energy and ideas to government.


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