Peak Sales Recruiting

We previously wrote about the impact of compensation plans on the behavior of sales reps (see Sales Comp Plans and The Age-Old Debate About What Motivates Sales Reps and Are Sales Reps Motivated by Money) and I just ran across this insightful post at the Sales 2.0 Network which shows in 2010, when the sales professionals were [...]

We know we sound like a broken record on the evolution of sales. Selling is not the same as it used to be. Just 20 years ago, golf memberships, long lunches and snazzy promotions had a huge influence on customer decisions and Herb Tarlek’s character on WKRP in Cincinnati was a funny depiction of the [...]

Interesting article from Slate Magazine entitled Death of a Salesman. Of Lots of Them, Actually. The article talks about how sales used to be by far the largest job-growth category, slowing in the 1990s, and starting to flatten by 2007. What has caused this shift? The Internet. For many types of purchases, buying occurs online. [...]

At the end of last year, we conducted an informal poll with sales leaders in our network on what selling trends we can expect to see in 2010. Here is what they had to say: Competition – Expect fierce competition as companies are still struggling with cash flow. Your team will have to fight harder [...]