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This topic expert provides a step-by-step process for understanding a sales reps' potential for results, their motivation factors, and developing a comp plan that fits those characteristics. Strategy, combined with communication, can help sales reps meet their goals and their companies' profit goals.
Rather than viewing compensation plans as a motivational tool, this entrepreneur believes they should be considered a means for managing risk and protecting the company's cash assets. He explains his firm's model, which is based on transferring more risk to sales associates, sharing resources across clients, and tying a portion of base salary to reaching certain revenue-related milestones.
Going global takes guts, the author asserts. You have to confront the unknown and make it look easy when it's not.
Giving back to the community-and engaging one-on-one with charitable operatives, the press, and other local constituencies-enables small businesses to increase exposure at little cost, says the founder of a national moving franchiser.
Global growth is essential for entrepreneurial companies but must be managed to overcome challenges such as language barriers and tax-related paperwork, says the founder of a Harley-Davidson licensee.
Attention-grabbing tactics for niche products include providing snappy names and packaging, placing cold calls, and befriending the media in an effort to win PR, says the founder of a specialty women's hosiery company.
When developing a strategic plan to launch an international business program, growing companies must consider the potential barriers and adjustments they might need to make to their products and services.
Tactics for selling services are offered by an entrepreneur whose consulting firm places temporary senior-level talent in finance, law, and other disciplines in early-stage and growth companies.
Distributors, sales representatives, and cooperatives are all different venues for enabling entrepreneurial companies to sell their products and services. Understand the similarities and differences, and chose the alternative that is right for your business.
An entrepreneurial company just past the start up stage faces the issue of how to find customers for its product or service, price it right and get the word out, writes the founder of a software company and also a previous business. Meeting the challenges of phase two sets the stage for substantial growth, the author says.
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