Sales History: Sales Quota Setting Today vs. 100 Years Ago
Sales History: Sales Quota Setting Today vs. 100 Years Ago Why is it that, 100 years ago, sales quotas were calculated by market analysts and sales quota specialists TERRITORY SPECIFIC, with the data shared with each rep individually, when they had LESS DATA and LESS...
Selling in Economic Uncertainty: Messaging with Clinical Empathy
Selling in Economic Uncertainty: Messaging with Clinical Empathy We’ve seen this movie before, and we know how it ends. The times we’re in? They’re unique from the previous economic downturns, but not the most recent ones. We can actually look to the...
Transparent Leadership Equals Employee Happiness
The trait in leaders that most correlates to employee happiness, which most correlates to employee performance, low turnover and high advocacy? That’s right…it’s TRANSPARENCY. Transparent leadership equals employee happiness. And there’s a...
Your Grandpa was better than you at forecasting.
Your Grandpa was better than you at forecasting. Todd Caponi, sales historian and author of “The Transparency Sale” explains why modern sales forecasting isn’t as good as it used to be – and what we can learn from our sales ancestors. Spoiler...
