When I was a younger sales guy, I used to come back and say that I had a GREAT meeting with the customer.
In reality the only GREAT meetings are the ones that you leave with a signed order. All other meetings are GOOD meetings.
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I plan to write extensively about the challenges that I have had in developing and managing a sales compensation plan on a free enterprise product.
As a matter of introduction, I was talking with one of the other managers of my company on Friday, and while we were talking we came to one giant realization about sales compensation/motivation on a free enterprise product. That realization is that enterprise sales becomes similar to a marketing challenge. In marketing, you never know ahead of time what the right places are to spend your money. Yes, you do market research, and you think hard about where to advertise, where to promote, etc. But, ultimately, many of the places you promote your product are not right, and some exceed expectations.
