The Beginnings of Sales Management
The Beginnings of Sales Management Where did sales management as we know it today come from? Times like these… Where did aggressive “make the number” sales tactics come from? Same answer; times like these. At the beginning of the 1900s, an executive’s core focus was...
The Greatest Sales Books Of All Time – The Snubs
The Greatest Sales Books Of All Time – The Snubs Every “greatest sales book of all time” listing has its share of “snubs”, or books that should be on it that aren’t. Even worse…I have yet to find a list that hasn’t...
Setting Sales Quotas: What History Got Right
Setting Sales Quotas: What History Got Right Over the past few weeks, I’ve been studying the history of quotas and quota setting during the dawn of the modern sales profession. Namely, from 1900-1930. In the process, something hit me right between the eyes!...