What History Got Right: Setting Sales Quotas
“It is far better that the quota be right than that it be simple.” – 1926 Something odd struck me as I was investigating the origins of quotas and variable compensation. 75-100 years ago, organizations did MUCH MORE with MUCH LESS data. Today, not sure anyone could...
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...
What Was The First Sales Methodology?
What was the first sales methodology? In another case of a misguided Google result, it’s time to set another record straight. What was the first “modern” sales methodology? What was it? Who developed it? And why did it serve as a baseline for so many...
Lessons from the First Sales Kickoff
It’s sales kickoff season. Kickoffs, or what was called sales ‘conventions”, have been around for at least 130 years. Today, we dig into the first known kickoff that I could find, from 1887. We’ll dig into what they did, lessons learned from...