The following business development special reports are freely accessible to Sales Drive subscribers at www.salessense.co.uk. It takes less than 30 seconds to register.

How to make training work

Extensive evidence proves that training is an effective way of increasing productivity, business predictability, and sales results yet most studies also note that some training programmes are ineffective. This report presents best training practice and explains how to make all training more effective.

How to improve internal communication

Lost sales are learning opportunities yet few take advantage of them. Companies are not organised to capture such knowledge. Instead, it remains locked up in individual memories. This report presents some practical steps that companies can take to reclaim and retain expert knowhow acquired by staff in the course of their work. An Intranet helps however, creating an effective internal communication culture requires something more.

How to improve one to many presentations

Good presentation practices as as important for internal communication as they are for sales and marketing. This report focuses on the practical steps that individuals can take to improve both internal and external presentations.

How to hire top sales performers

Experienced sales managers make a hiring mistake with every other job offer. The very best professional recruiters fare little better with four mistakes in every ten recommendations. The average cost of a hiring mistake is £347,000 based on data we have collected. There is much that can be done to reduce the incidence of mistakes. Read this report and take action. Reducing hiring mistakes increases bottom line profits.

How to design effective sales compensation plans

Sales people don't do what they are told to do by their manager, they do what their compensation plan dictates. Ignore this rule if performance based compensation id less than 20% of remuneration. Otherwise, take great care when designing or changing compensation plans because they have a much greater affect on the behaviour of sales people then might normally be expected. Read this report to learn about the pitfalls and for 'how to' guidelines.

How to increase sales team productivity

Hiring better people is seldom an option for improving sales productivity. The better their credentials the more choosy they become. Read this short report offering ideas for upgrading sales performance without spending thousands on sales training.

How to develop an effective sales process

Close observation can reveal consistent practices that top sales people use unconsciously. Having a sales process to guide sales activities helps less experienced sales people develop the right habits. Read this report for ideas to help identify the best sales process for you.

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