A company's sales force usually constitutes the public face of the business. Sales representatives are the primary point of contact between the company and its customers, which are its life-blood. The ...

Research conducted in 2004 by Tammy Galvin, executive director of Training Magazine, found that large companies such as IBM, Lockheed Martin and Intel spend hundreds of millions of dollars on sales ...

Incentive programs are a fundamental element of sales management and can serve many useful purposes. Incentive campaigns can provide general motivation of the sales force, or they can be employed to ...

While revenue is easily the lifeblood of any company, a mere mention of the sales function is enough to make business leaders pause. That's mostly because one of the biggest challenges executives face ...

Many sales managers turn to sales training programs for help shaping up their teams. Immediate goals include sales technique and skills improvement; while some seek intervention in their sales ...