Sales Management http://gmj.gallup.com/ http://backend.userland.com/rss Gallup WebTeam In a tough economy, sales teams are under even greater pressure to perform. But how do organizations quantify their reps’ success? The majority of sales managers and leaders base their replies on one indicator: revenue generated. That might be far too one-dimensional. http://gmj.gallup.com/content/123137/Rally-Troops.aspx?CSTS=tagrss Thu, 24 Sep 2009 10:00:00 GMT Salespeople in the field have the same need to emotionally attach to their workplace as other workers do, and the best companies know how to engage them regardless of how difficult it might be. Hindustan Unilever Limited in India is one of those companies. http://gmj.gallup.com/content/122054/Engaging-Remote-Sales-Force.aspx?CSTS=tagrss Thu, 06 Aug 2009 10:30:00 GMT Since the financial crisis began last year, more than 30 banks have gone under in the United States alone. U.S. Bank’s financials, however, remain fundamentally sound, thanks to its conservative lending practices and an intense focus on people. http://gmj.gallup.com/content/117256/Bank-Weathers-Crisis.aspx?CSTS=tagrss Tue, 07 Apr 2009 10:00:00 GMT Measuring internal customer service is driving positive results in one of the world’s biggest medical equipment companies. This profile of a major division of Stryker -- with 1,800 employees in 21 countries who speak almost two dozen different languages -- reveals how. http://gmj.gallup.com/content/104014/Sharing-Knowledge-Improves-Strykers-Performance.aspx?CSTS=tagrss Thu, 14 Feb 2008 00:00:00 GMT There isn’t a perfect route to employee engagement, a single path that passes from manager to employee to productivity to profit. Instead, there are as many effective ways to manage people to attain high performance as there are great managers. Want proof? Here's the story of two managers with very different styles, both of whom have become highly successful with the same company, Mars Incorporated. http://gmj.gallup.com/content/103513/Many-Paths-Engagement.aspx?CSTS=tagrss Thu, 10 Jan 2008 00:00:00 GMT Many managers dread having to give performance reviews, and many employees equally dread receiving them. A manager in Belgium, one of the highest rated supervisors in Gallup's global database, has solved this problem by not making such a big deal about the reviews. Rather, he gives his workers insightful and personal feedback throughout the year. This approach has proven very effective for his team and has earned the veteran manager accolades. Would his approach work for you? http://gmj.gallup.com/content/28033/Performance-Reviews-Without-Anxiety.aspx?CSTS=tagrss Thu, 12 Jul 2007 00:00:00 GMT A recent GlaxoSmithKline decision took the advertising industry by storm: The pharmaceutical giant enlisted its 8,000 U.S. sales representatives to act as "public relations ambassadors." The company hopes that the reps will help to counteract negative images of the pharma industry. Will other companies (including yours) follow their lead? http://gmj.gallup.com/content/22363/Unleash-Your-Brand-Ambassadors.aspx?CSTS=tagrss Thu, 13 Apr 2006 00:00:00 GMT There's nothing more crucial to success in business than being able to influence other people. Salespeople must influence customers; executives need to influence their workforces. But rather than insincerely "laying on the charm" to influence people, try using your innate talents instead. http://gmj.gallup.com/content/21325/Best-Way-Influence-Others.aspx?CSTS=tagrss Thu, 09 Feb 2006 00:00:00 GMT Donald Trump would probably agree: Firing poor performers isn't just good for business, it's necessary -- especially if your goal is to continually improve the quality and performance of your sales organization. The hard truth is that each year, some salespeople need to get the ax. http://gmj.gallup.com/content/19660/When-Say-Youre-Fired.aspx?CSTS=tagrss Thu, 10 Nov 2005 00:00:00 GMT Marriott's move into the timeshare/vacation ownership business took guts, given that market's once-dubious reputation. But its Vacation Ownership division's skyrocketing sales growth this past decade vindicates the decision. Here's how Marriott is succeeding, while strengthening -- not damaging -- its brand. http://gmj.gallup.com/content/979/Marriotts-Gamble-Keeps-Paying-Off.aspx?CSTS=tagrss Wed, 12 Feb 2003 00:00:00 GMT