Check Out Our Newest Books!

    “You cannot afford to overpay or underpay salespeople. This book is a MUST read, MUST do!”
    -Jeffrey Gitomer- Author of The Little Book of Leadership and The Little Red Book of Selling
    Buy the Book!
    “In the Innovative Sale, Mark defines the key principles from the world of art and design that can be used to exceed the expectations of our most demanding customers."
    -- Bob Dillon- Director, SMB Agency Sales, Google
    Buy the Book!

Blogs

Two Basic Quota Setting Methods

So most of us can probably agree that adding 10% to last year’s quota (despite impassioned pleas from some that “It’s sales 101!!”) isn’t always the most effective quota setting method, especially from a rep’s perspective. But setting quotas based on Historic information is the most common method.

 Let’s look at two basic quota setting methodologies:

 

Setting Quotas: The Art & Science

About a year ago, we met with a company whose sales organization struggled to meet quota, year after year. The president of the company, who had grown up in sales, could not understand why her salespeople struggled, or why they complained that quotas were too high.

Her quota setting process was simple: “You add 10% to last year’s quota. It’s Sales 101,” she said multiple times.

While adding to last year’s quota may seem sensible, and may be the only quota setting process she’d ever heard of, it’s really not a great idea.

Three Quota Setting Mistakes to Avoid for 2014

Picture2Every year we do a survey of the top sales compensation challenges companies face. And every year – consistently – quota setting is the number one problem.

C-Levels in Sales Comp Asking Good Questions 2

We’re wrapping up our series on C-level participation in the sales comp process. The role of the C-level varies among companies for many reasons, but high performing sales teams using have at least one C-level executive asking good questions.

 We suggested some questions dimensions last week, but your organization’s specific situation will determine the best questions.

 Representation Questions

C-Levels in Sales Comp: Asking Good Questions

Most C-level executives know good questions are more powerful than statements. Effective C-level executives ask the right questions about sales compensation, as well as sales effectiveness more broadly.

C-Level in Sales Comp: Getting Involved and Supporting the Program

In order for sales compensation to work, the C-level goals of the company have to be incorporated. But at what point should the C-level get involved to communicate those goals?

C-Level in Sales Comp– Providing Strategic Direction

Picture1C-level executives (CEOs, COOs, CSOs, CMOs, and presidents,) get involved in various ways during the sales compensation process. Sometimes, as you may have seen in your own experiences, it’s not in the optimal way. Too much too late can wreak havoc on the design process.

C-Level Involvement in the Sales Compensation Process

Picture2As sales executives determine priorities for their sales compensation, they need to set their C-level goals. These will define the major priorities for the organization that will be converted to the sales compensation plan. Those priorities provide clarity for the behaviors the plan’s going to drive in the organization.

The Sales Comp Report Card

Report CardIt’s back to school time, so let’s talk report cards. Specifically, (honestly) how would you grade your current sales comp program? What about the one you’re designing for next year?

Sales Comp Strategy From the Top

MB900385751It’s sales compensation season, so we thought we’d highlight the five most important points to remember as you begin designing this critical program.

Syndicate content