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Marketing and Sales : Article

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Eleven Pitfalls to Avoid in Going Global
Delaney Laurel
10/1/2005
Article Resource
Summary:

Going global takes guts, the author asserts. You have to confront the unknown and make it look easy when it's not.

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Planning and Launching Your Company's Global Sales Strategy
Bruner Chris
10/1/2005
Article Resource
Summary:

A tremendous amount of coordination, effort, and savvy is necessary to launch a global sales strategy, according to the author.

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Aligning Compensation With Business Goals
Lieberman William
3/30/2006
Article Resource
Summary:

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.

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Building a Sales Compensation Plan That Works
Smith Jack P
3/30/2006
Article Resource
Summary:

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.

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Great Compensation Plans Need Great Salespeople
Miller Joe
3/30/2006
Article Resource
Summary:

After many years studying sales organizations and working as a consultant, this entrepreneur offers practical tips for ensuring your sales force and compensation plans are highly effective. His premise: start with a great salesperson and pay them what they are worth. Otherwise, your sales compensation plan won't be worth anything.

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Managing Complex Sales Compensation Plans
Bonelli Robert A
3/30/2006
Article Resource
Summary:

This expert in sales and finance writes about how technology has helped meet the needs of his increasingly complex sales compensation structures as his company continues to grow and diversify. He shares how specialized automation software has simplified accounting, enhanced reporting capabilities, and provided management and sales reps effective tools for tracking production, revenues, commissions, and payouts.

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Phantom Stock Gives Sense of Ownership
Jhaveri Hemal
3/30/2006
Article Resource
Summary:

To help motivate and reward his senior-level sales force, this entrepreneur writes that he uses phantom stock to allow associates to feel they own a piece of the company while retaining his full ownership of the firm. This compensation plan is based on sales reps' performance or time, and can serve as the basis for junior-level bonuses.

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Turning Sales Compensation On Its Head
Wardlaw Townsend
3/30/2006
Article Resource
Summary:

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.

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A Guide to Using Google Analytics
DeSoto Alden
9/1/2006
Article Resource
Summary:

Google Analytics is a free service that shows you how visitors found your Web site and how they interact with it. This information is useful especially for online marketers who want to focus their limited marketing resources and get the most value from their online advertising.

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Capitalizing on eBay's Distribution Channel
Gordon Debbie
9/1/2006
Article Resource
Summary:

eBay has become one of the leading marketing resources and distribution channels for individuals and businesses. Noting the fast and diversified growth of the eBay marketplace, this article describes eBay's utility for entrepreneurs interested in getting started as an eBay seller.

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