Pat Quigley

Idon't like to wait. For those of you who know me, this is not a surprise - but it goes beyond merely not liking it.

I've been in the sales arena and have seen many different sales compensation structures. There are compensation packages that are straight commissions; salary plus commissions; and salary, commissions and bonus.

Sales meetings should be eagerly anticipated, not feared or loathed. Sales numbers - past, present and future - are important, but they're not everything.

My family and I regularly camp at Avalon Campground near the shore in Swainton, N.J. We have visited many campgrounds in the past 15 years and this particular campground, for us, ranks among the best. I tell you this because this well-maintained campground is a consistently successful business....more >>

Companies invest tremendous amounts of money to be involved in trade shows, especially if the shows last more than two or three days. With as many shows as are in the industry, they could be in a trade show each week on both regional and national levels.

Not everyone buys on price. If everyone bought on price alone, there would be a lot more small cars on the road.

I've seen many companies target this segment with little success.

As I travel around the country conducting sales training, I am frequently asked the following question by owners and managers: What can I do to get my non-sales representatives to be more sales oriented?"