White Papers

February 8, 2022

Draws: Targeted Application Can Accelerate Rep Ramp-Up

Draws are payments to sellers against future earnings. They provide the sales force some level of assurance of pay, sometimes guaranteed while ramping up into a […]
December 20, 2021

Choosing the Right Contract Value For Your Sales Incentive Plan

As companies move to XaaS sales models with multi-year contracts, their sales incentive plan decisions must also account for choosing the best contract value calculation to […]
July 9, 2021

How Can We Shift Our Business From Transactional Product Sales to Anything as a Service?

Alignment to Your Revenue Roadmap and Driving the Right Behavior Shifting a business from traditional products and services to SaaS and XaaS requires a laser focus […]
February 1, 2018

Case Study: Sales Strategy Analysis

A manufacturing company was asked by senior leadership to double in revenue within a five year period. The existing infrastructure operated in five separate business units. […]
January 31, 2018

Sales Organization Analysis

Challenge 2: Sales Organization A manufacturing company’s existing infrastructure operated in five separate business units, each with its own sales force. The result was multiple sales […]