A major concern among most people in sales positions is that they make as much money as they can. While this is great for free-wheeling sales people who can just hustle harder when they want to make ends meet, this doesn't cut it at the corporate level. For someone in a position where they have to make the difficult decisions, there's a lot more at stake than just paying the rent. If you're running any group larger than yourself, you have to create not only an earning plan but a spending plan. This is not the same as a budget, either. A budget is typically concerned only with keeping things … [Read more...]