The Origin of Sales Quotas & Variable Compensation
The Origin of Sales Quotas & Variable Compensation Audio Podcast Todd Caponi Podcast Episode Description Sales compensation – commission-only until the 1900’s. And, for good reason. You wouldn’t pay a rep you rarely see a salary, right? Sales...
Sales History: The Sales “Drummer” and “Bagmen”
Do you know where the term “drumming up business” came from? How about “carrying a bag”? They both came from “drummers” and “bagmen” – the salespeople from the 1800s. A few weeks ago, while up in Wisconsin, the distinct sound of the song “the entertainer”...
When Did Cold Calling Begin?
When Did Cold Calling Begin? Audio Podcast Audio Podcast Todd Caponi Podcast Episode Description Cold calling – some love it, some hate it, but when did it start? Specifically, when did salespeople start cold canvassing (in-person), and when did they start doing...