Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

Sales Management, Motivation and the Bottom Line

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What motivates sales managers

Sales management is expected to keep the front line—the sales team—motivated to contribute to the company’s bottom line.

But, how can someone motivate others if they themselves are not motivated?

You already know that motivation is not something you do to another. You can only motivate yourself. As the sales manager, all you can do is create an environment in which each team member motivates themselves.

So, what motivates sales managers? How do they stay motivated? We can draw valuable insights from the results of the Insigniam 2014 Middle Management Survey.

B2B e-Commerce in a B2C World

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the ceo magazine, b2b ecommerce
Tony DiCostanzo, President, BookPal

The world of e-commerce is continually evolving. Business to business (B2B) online revenue is rapidly catching up business to consumer (B2C) e-commerce revenue, with B2B expected to reach $800 billion to $1 trillion in 2014—creating a paradigm shift that provides exciting opportunities for online sellers ahead of this shift to either take advantage of it, or fall behind as their competitors embrace the growing online B2B opportunity.

Understanding Customers As People, Not Transactions

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the ceo magazine, customer service
Eric Berridge, CEO, Bluewolf

Today, the power of shaping brand experiences has shifted to the customer — they drive the sales process and dictate when, where, and on which channels to interact with your brand. Leadership needs to shift with this change, as digital disruption and increasing customer expectations are forcing organizations to compete on the basis of customer engagement to scale. If companies want to accelerate growth and achieve business outcomes, they need to know their customers as people, not transactions, and work to develop a culture that empowers employees to drive deeper engagement.

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