A Commission is an amount of money, typically a set percentage of the value involved, paid to a sales rep for business booked or sold.
The key to successful software implementation is user adoption. We’re living in the most connected era in human history. A time when self-driving cars, 3D printing, and augmented reality are no longer merely a product of science fiction. New technologies have enabled organizations to automate some of their most labor-intensive processes, paving the way for […]
You have a sales prospect who has shown initial interest – how do you engage? How do you manage the balance between push-and-pull so that you are guiding them through discovery without pushing them away? Engaging with sales prospects is much like volleying in tennis – you are trying to put the ball away for […]
How do you promote productivity on your sales team? Are your reps motivated? Many sales managers struggle to keep reps focused and hungry for more. Why is that? Everyone is different. Different people are motivated by different things. What motivates one sales rep might not motivate another. And – believe it or not – not […]
Sales leaders often have different views about how to pay salespeople, and for good reason, there really is no one way to compensate. One thing is for sure, however, sales compensation plans can be an important lever for attracting top talent and driving desired motivations and behaviors across the sales team. In fact, according to […]