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What are the Top Traits of a Successful Sales Professionals Today?

11.03.09   |   Sales Recruiting   |   Amanda Musto, Marketing Manager at Treeline Incorporated

Forty years ago, my grandfather worked for Abbott Laboratories as one of New England's Top Pharmaceutical Sales Professionals. Although I never personally knew my grandfather (he died when I was just a baby) his memory was kept alive by the many stories told about his unforgettable character. The stories painted a picture of a man "that could and would talk to anyone," "a gifted influencer", "a keen listener", and "a man whose charisma walked through the door before he did". The consistent theme in these descriptions was that my grandfather was incredibly likable and had the ability to make an impact when he was in front of people. Many said, "the man was born to sell."

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Sales Motivation in a Down Economy

10.19.09   |   Sales Recruiting   |   Amanda Musto, Marketing Manager at Treeline Incorporated

I was recently invited to attend the annual President's Forum by The Entrepreneurship Institute in Boston. Although originally skeptical, I found the one day event to be extremely informative and enjoyable. Attending the event were roughly 100 CEO's from many successful organizations throughout New England and three guest lecturers that have experienced a significant amount of accomplishment in their careers. The format of the event was open forum and allowed the attendees to discuss challenges and seek advice amongst peers from all industries.

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212 Degrees: The Difference Between the Rainmaker and the Average Sales Professional

06.18.09   |   Sales Recruiting   |   Amanda Musto, Marketing Manager at Treeline Incorporated

As a sales manager, one of your greatest responsibilities is to motivate your team. It is your job to build an enthusiastic and energetic environment that breeds an attitude of endurance, persistence and winning. Every sales manager has their own motivational tactics that they’ve used, but every once in a while it’s nice to have some type of collateral that speaks for itself.

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Do Sales Spiffs Work?

04.09.09   |   Sales Optimization   |   Amanda Musto, Marketing Manager at Treeline Incorporated

The topic of the sales spiff has always been a mysterious one. Most sales organizations have some sort of “spiff program” that they have designed to motivate sales professionals to perform certain duties. Perhaps they’re looking to create competition within the sales force to drive revenue or they just want to see an increase of sales in a certain sector of their business. Spiffs have been designed to drive activity for a number of different reasons but the bigger question always remains: Do spiffs work? Companies have implemented thousands of different strategies to keep their sales people motivated to sell. Some companies have spent an astronomical amount of their budget on spiffs, awards and company contests.

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