Archives posted in: Selling

Revenue Generators – Follow-up on Putting it on the Line

By Tim J. Smith, PhD August 1, 2002

Earlier this month, we examined compensation packages for revenue generators. In regards to compensation plans in which sales people put 100% of…

Sales Management by RJ Calvin Book Synopsis

By Tim J. Smith, PhD July 22, 2002

What questions should a business manager ask in the interview process in selecting a sales person? How should she create the sales…

Revenue Generators: Putting it on the Line

By Tim J. Smith, PhD July 9, 2002

It is true that salespeople have a lot of self confidence. As a group, they are willing to place a significant portion…

Mobile Telephony and Computing: Moving Down the Product Lifecycle

By Tim J. Smith, PhD May 29, 2002

At the Mobile Wednesday event last week, the speakers approached at mobile telephony and computing with distinctly different viewpoints yet both were…

Is Rolodex Marketing the Right Answer?

By Tim J. Smith, PhD April 3, 2002

It seems to be a dominant philosophy among many managers that the mark of a great sales person is the size of…