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Sales compensation: Why does it never seem fair?

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,...

Follow the money

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...

ARE YOU AND YOUR SALES MANAGER IN SYNC!

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...

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