How to Solve the Intermediate Management Crisis? For twenty years a thesis that intermediate management represents a brake for the development of organizations is spreading widely. If some people think that the liberated company is the archetype par excellence, it is not the case: without managers the company (liberated or not) cannot survive. On the contrary, it is the intermediary management which radically supports and boosts innovation and performance within organizations.
Commercial animation is essential to the success of your commercial challenges. From the Latin “anima”, its primary definition is “the vital breath, the soul.” In a more modern way, commercial animation represents all the activities carried out on a daily basis to train, motivate and retain commercial teams. A business challenge that is not lively will be lifeless, will not motivate as you would have hoped and its overall effectiveness will suffer. In this series of 3 articles, we will provide you with essential keys to the construction and implementation of your Commercial Animation. Budget and hidden costs, benchmark of best practices and finally returns on investment.
Boost your Sales after Summer: – How to re-motivate and re-launch the business machine at the beginning of a new summer? Need a business challenge idea? The period from the end of August to the beginning of September lends itself well to commercial challenges. The commercial challenge is indeed an excellent way to reboots sales after the summer activity decline and thus achieves the objectives before the end of the year. It allows you to focus your salespeople’s efforts on specific objectives in an efficient and motivating way.
How to Motivate your Sales force Effectively? In our previous article, we discuss the evolution of motivational factors of salespeople. We made the following observation: the reward has lost importance giving way to more “social” elements. To help motivate your team, discover our ranking of incentive levers for corporate salespeople.
Most commercial challenges consist in offering a reward (often monetary) to the salespeople who make the most sales. This “pay for performance” approach has proven to motivate sales staff to work hard to improve sales performance. But today companies are not only waiting for sales people to make sales but profitable sales. This implies that commercial management can set clear and measurable margin targets. For example, when a producer of industrial machines * organized a commercial challenge on gross margin instead of sales, the message to the sales force was clear and immediate impact. The salespeople granted fewer discounts and concentrated their efforts on the most profitable product lines, which led to a margin growth.