Category Archives: Incentives

Sales Comp II: Are You a Supplier or a Vendor?

Posted on September 27, 2009 by John F. Dini

The next question to consider when you are designing sales compensation is: “Are we a supplier or a vendor?” Without wasting time on the differences or similarities of the dictionary definitions, here are mine: A supplier provides goods or services … Continue Reading →

Posted in Incentives, Managing Employees, Sales | Tagged business ownership, employees, entrepreneurship, sales, sales management, small business advice | Leave a comment

The Rhythm of the Sales Process

Posted on September 25, 2009 by John F. Dini

With so many of our clients trying to boost sales in a tough environment, we’ve been having lots of discussions about sales incentives. It’s surprising to me how many business owners create incentives that don’t fit their business, simply because … Continue Reading →

Posted in Entrepreneurship, Incentives, Managing Employees, Sales | Tagged business ownership, employees, entrepreneurship, management, sales, sales management, small business advice | 1 Comment

It’s Not Adoption

Posted on April 5, 2009 by John F. Dini

I spent some time this week with a client who was implementing his first-ever layoff. He has been in business for over 17 years, and has become very close with many of his employees. Some were friends before they were … Continue Reading →

Posted in Entrepreneurship, Incentives, John's Opinions, Leadership, Managing Employees | Tagged business planning, business strategy, employees, entrepreneurship, leadership, management, small business | 1 Comment