Resources

We've talked about sales gamification a lot over the years, and we wanted to put together a valuable post that included all of the information about...

This week @WorldatWork released results of their “Bonus Programs and Practices” survey. Rose Stanley (@WorldatWork_RS), Senior Practice Leader at...

Sales compensation plans, also referred to as benefit and reward schemes in the UK, are extremely powerful tools for businesses that want to motivates...

Today’s guest blog post was written by Somrat Niyogi, Vice President, Business Development, at Clari, the leading end-to-end sales forecasting...

We are close to a month after the end of the majority of company’s fiscal quarter in June. Sales is off celebrating, updating their pipeline, or...

Exactly a year ago today, I was sitting in a hotel room in New York for business, like so many times before. Only this time, it was different. The...

The True Cost of that Sale Might Not Have Been as Good as You Thought… “We just closed a big deal – had to cut the price, but it was worth it!” How...

Let’s start with the first problem: You need to be constantly on the lookout for new sales team members. You could be building your operation, or you...

Savvy compensation plan administrators know it is essential to keep an eye on the big picture and constantly evaluate how well an incentive...

Previously, I wrote about some high-level Measures for Sales Enablement. There is of course more to measure to understand the volume, velocity, and...

I have spent the last several weeks in meetings with Chief Financial Officers and other members of various corporate finance teams. The focus of our...

You’ve designed a stellar compensation plan. You’ve transformed unruly plan elements into elements that will succeed time and time again. You have...

One of the greatest sources of grey hair on Sales VPs is the empty list of won deals as the quarter-end starts approaching, and then the flurry of...

What is Quota Attainment? Quota attainment is a measure of sales rep performance. Specifically, whether they reached their sales target in...

A critical sales skill is asking questions, right? There is just no way you can build rapport or adequately sell your product or service without...

Today's blog post was originally published by Christopher W. Cabrera at INC online. Have you ever heard a business proudly say that they don't pay...

Incentive compensation is the additional pay sales reps earn on top of their regular, base salary. An incentive compensation plan (or...

If you're a sales leader, ensuring your team of sales reps meet their quota goals is paramount to success. Are you reps where they need to be? Are...

As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we...

Pay at Risk Definition Pay at risk is the portion of an employee’s compensation that is variable, or “at risk” of not being...

Your compensation planning has the power to drive your business to the next level. It can increase quota attainment, sales team motivation, and...