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Explore the Entrepreneurship.org Resource Center to find resources. Designed with entrepreneurs in mind, our resource center allows you to find materials to grow great ideas.
This veteran entrepreneur recommends a top-down approach to ensure a company's overall strategic goals drive the compensation plan. When clear objectives (including revenue targets) are defined for the business, entrepreneurs can better determine sales targets as well as how sales reps can help grow the company.
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.
This resource discusses what defines competitive intelligence, the process of penetrating the veil of business secrecy, ethics and legalities, do's and don'ts, and assembling your team.
Competitive Intelligence Guide: Internet Intelligence Index - Links to over 600 intelligence-related Internet sites, covering everything from macro-economic data to individual patent and stock quote information.
This all-inclusive Trade Guide, created by the U.S. Small Business Administration and AT&amp;T, is a must-read if you are considering a global sales strategy.
Going global takes guts, the author asserts. You have to confront the unknown and make it look easy when it's not.
This article in "Minnesota Technology" magazine provides stories of several entrepreneurs who pursued global sales strategies when homeland sales were lagging.
Dan Elenbaas, CEO and chairman of Amaze Entertainment, explains the strategy that led his company to expand into lucrative Asian markets.
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.
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