Have you seen How To SELL Anything?

This incredible sales handbook distils an expert's lifetime of sales and marketing experience and hands it to you on a platter, in a simple, easy-to-follow format. With existing customers being the most valuable source of income for any business, this book will teach you how to increase your return business and make more profit from your most loyal customers - and even how to reduce the costs of dealing with your least profitable customers.

Get it on Amazon (Kindle/Print)

Employee rewards lead to higher revenues

The study report, entitled Sales Performance Management 2012', highlighted the importance of rewards and recognition as a vital component of employee compensation and noted the competitive advantages that companies gain by outsourcing the design and implementation of such programmes.

The study examined best-in-class trends for sales force compensation, finding that top-performing companies are twice as likely to use an external partner when designing and implementing such programmes. The study found that the top 20% of companies (the 'best-in-class') had the following profile:

• 83% of Best-in-class companies' sales reps achieved annual quota in the last year compared with 51% of Industry Average firms and 22% of laggard companies.
• Best-in-class companies had 23.1% average year over year growth in corporate revenue versus 7.2% for Industry Average firms and a decline of 5.9% for Laggards.
• Best-in-class companies had 9.7% average year over year improvement in average deal size, compared with 1.9% for Industry Average companies and a .4% decline for Laggards.

"Interestingly, the study also demonstrated that the size of the organisation isn't a significant factor, but that corporate senior leadership buy-in is a key ingredient for success," said IRF president, Melissa Van Dyke.

In fact, the study suggests that organisations that implement non-cash reward and recognition programmes tend to outperform other organisations in several major business indicators, and not just in terms of revenue growth.

According to IRF chief research officer, Rodger Stotz, "Perhaps the greatest lesson to be learned from this study is that professional sales staff tend to respond to measurable rewards and recognition much like other employees, so it's not surprising to find that companies using such programmes post better sales results."

The paper has been made available for free download from the IRF's web site - click here (PDF document; no registration required).

Have you seen How To SELL Anything?

This incredible sales handbook distils an expert's lifetime of sales and marketing experience and hands it to you on a platter, in a simple, easy-to-follow format.

With existing customers being the most valuable source of income for any business, this book will teach you how to increase your return business and make more profit from your most loyal customers - and even how to reduce the costs of dealing with your least profitable customers.

You'll learn to sell yourself, sell your products, and sell your brand on the internet, writing high-conversion landing pages, social media posts, and more. You'll start attracting customers you didn’t even know existed, and learn the top trade secrets for customer retention.

You'll become a lean, mean selling machine. See how the experts do it and learn to adapt what they've done for your own profit. You'll learn to write strong, powerful, effective sales copy, whether it's for a sales script, sales letter, flyer, insert, advert or just about anything else.

You'll learn how to sell whether you're selling by telephone, by mail, or even meeting prospects face-to-face. You'll find out how to size them up, present yourself, nail down their true needs, close the sale, and learn to tackle the tricky ones.

You'll discover the biggest secrets of successful direct mail sellers, sales letter writers, and how to segment and choose the right prospects for each campaign.

Get it on Amazon (Kindle/Print)