Featured Article
Xylem, a global water treatment company, had a positive Q3 2024. Revenue rose 1.3 % to $2.1 billion and earnings before interest and taxes rose 47% to $280 million over the same period last year. A review of Xylem’s 31 October 2024 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. Mathew Pine, the CEO of Xylem since January this year, was proud of his team’s…
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Contrary to popular belief, salespeople are not motivated by money alone. Researchers have demonstrated that three other factors strongly contribute to a…
Read More Perhaps the most examined structural motivation tool is the incentive structure of the compensation package. Managers have tinkered with this issue more…
Read More How do managers motivate salespeople to perform? Much research has revealed a number of tools that managers can deploy to motivate their…
Read More When it comes to sales management, there is a forgotten market segment crying out for professional help. This forgotten market segment are…
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