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Tom Miller Articles

Guest post by: Tom Miller

Sales motivation and Compensation Planning - Click To Read Article
Performance based compensation works very well as a means of motivating sales people. Sales people who are paid commission, tend to be guided by their compensation plan. Read this before you redesign your sales compensation plan.

Using Online Collaboration Tools Effectively - Click To Read Article
Teleconference training and webinar use began to gather momentum about ten years ago. Several awful experiences of webinars run by a range of different large and small organisations encouraged us to think we could do better. If you are responsible for leading an online meeting, using the following tips will help you avoid setbacks, keep participants engaged, provide value, give attendees a positive experience of using the online medium, and save huge cauldrons full of time and money.

Online Sales Training - Click To Read Article
Sales people have a reputation for having a short attention span and little patience for any training delivery that is perceived as dull. For sales training to be effective it must engage the audience from the start. This seems to present a challenge for webinars and computer based learning programmes. Article outlines the best methods to sales training.

Halve Sales Costs - Click To Read Article
Online meetings offer the potential to halve sales costs or double sales productivity.

Easier Learning - Click To Read Article
18 simple practical steps that anyone can take to maximise their retention when participating in a training course, coaching session, or learning exercise.

Performance Management - Click To Read Article
A relatively new management buzz phrase, performance management, has been gaining popularity recently. Management, particularly sales management, has always been about getting results so clearly whatever sales managers have been doing prior to the emergence of this new concept should also be known as performance management. The article explains the tasks required to maximize performance.

Personal Marketing for Sales People - Click To Read Article
Never make another cold call again. These days there is a realistic alternative to making cold telephone calls to find new sales prospects. It involves leveraging the latest online services to identify and woo potential customers before making a call or arranging to be introduced.

Five ways to use a special offer - Click To Read Article
Special offers are the only thing left when you run out of time and still have a hill to climb to reach your sales target. It seems a really dumb thing to do because the people whom you send the offers to are likely to become conditioned to the special offer rates. Worse, they get to know when the end of your measurement period is and wait for the offers! The article gives the five best ways of using special offers.

Fax to Wall - Click To Read Article
The fax is dead, long live the fax. In these days of high tech marketing even email is beginning to seem old hat. Reading an article about fax marketing revived an old idea - fax to wall.





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