by Scott Dunkel | Jun 14, 2016 | Changing Industries, Working With Sales Management
How to design a fair and equitable compensation package is a topic that will be argued for eternity. Why? Because senior executives typically feel successful sales execs get paid too much. And most of the time sales execs feel they don’t get paid enough. In general,...
by Scott Dunkel | Feb 15, 2015 | Sales Skills, Uncategorized, Working With Sales Management
The sales process is not complicated. In my opinion, what separates the good sales execs from the great ones is the ability to translate their product or service to real value. And what do I mean by real value? Money. At the end of the day, business success is...
by Scott Dunkel | Sep 9, 2013 | Working With Sales Management
Before you make a sales call with your manager always take time to review and discuss what you hope to accomplish on the call. I know this sounds like another “Captain Obvious” statement from Scott Dunkel however you would be surprised how often the rep and the...
