At one declining business with which I worked, a sales manager reasonably saw his job as "managing the decline." After all, the market was declining, so his sales should correlate. And sales did ...

Order entry initiates a complex series of processes at multiple touchpoints to fulfill what you've promised. Unfortunately, each touchpoint is an opportunity for inefficiencies and error—particularly ...

The best sales management software is Zoho CRM, thanks to its large sales feature catalog and flexible, low-cost pricing plans. There’s a lot to keep track of when it comes to sales, and every lost ...

This is a rebound year for small businesses, filled with tough decisions about what to prioritize. Here’s why investing in sales management should be at the top of the list, and how to get it there.

A conversation with researchers Tim Gardner and Colin Wong on how salespeople game the system. Sales commissions act as a crucial lever to increase revenue and customers. But sometimes those ...