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Communicating the New Sales Comp Plan: Key Steps Part 3

This is a continuation of our blog series, Designing Your 2018 Sales Compensation Plan.

Communicating the New Sales Comp Plan Part 2: Craft the Change Story

This is a continuation of our blog series, Designing Your 2018 Sales Compensation Plan.

Communicating the New Sales Comp Plan: Key Steps Part I

This is a continuation of our blog series, Designing Your 2018 Sales Compensation Plan.

From History to Opportunity: Five Quota Setting Methodologies

This is a continuation of our blog series, Designing Your 2018 Sales Compensation Plan.

SPM and C-Level Goals

When thinking about sales strategy and sales compensation, it’s critical to have a framework. The compensation plan should always be the caboose, not the engine. Compensation should never drive the strategy -- the strategy drives the compensation.

 

Aligning Sales Performance to Sales Strategy

The sales compensation plan is one of the most significant drivers of performance in the sales organization and represents one of the single largest expenses a company will incur, commonly tens or hundreds of millions of dollars. It’s a thin line that connects corporate growth and the rep on the street. It guides and motivates the actions of the sales organization more than any other single factor, trumping leadership messages, sales strategies, sales management, and sales training.

 

It Takes Two: People and Performance Analytics for Sales Compensation

Sales compensation dashboards are common, but they usually only tell half the story.

There are actually two sides to your dashboard that lead to growth: productivity metrics and people metrics. Looking at only one side will only give you half the picture.

SPM and The Revenue Roadmap

All sales organizations are unique; but there are a few principles that apply no matter what you’re selling and who’s selling it. The Revenue Roadmap, below, identifies four major layers and 16 related disciplines that must connect for the organization to grow profitably.

10 Ten Success Factors for Quotas Part 2

This is a continuation of our blog series, Designing Your 2018 Sales Compensation Plan.

10 Success Factors for Quotas Part 1

This is a continuation of our blog series, Designing Your 2018 Sales Compensation Plan.

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