Change is Inevitable – Especially in Sales Comp

You’ve heard the saying: “The only constant in life is change.” In the world of sales compensation, that couldn’t be more true. In fact, change tends to be on hyper-drive. Technology, globalization, regulations, and demographic changes are dramatically impacting the way companies make money, go to market, sell products, and ultimately, pay their salespeople. Our prog ...

Video-Based Learning: The Key to Preparing Sales Reps for the Empowered Buyer

This blog has focused recently on the new realities facing B2B sales organizations as buyers take increasing advantage of more information, analysis tools, and online feedback from fellow buyers. Indeed, sales teams have ceded much of the power that traditionally enabled them to enter into the sales funnel and control the flow of information on everything from product/service comparisons to pri ...

Onboarding’s Impact on Sales Productivity

Sales forces effective in salesperson onboarding – getting new salespeople up-to-speed efficiently – enjoy surprising productivity advantages over their peers, our recently-concluded research shows. These firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. But onboarding isn’t easy – just 40% of firms with formal programs bel ...

Call for Presentations! 2014 Sales Force Productivity Conference

http://www.salesmanagementconference.comSales Management Association's fourth annual Sales Force Productivity Conference is 15-17 September at Atlanta's Intercontinental Buckhead. We’re accepting presentation proposals now. Have an idea for a workshop, presentation, or panel topic? Let us kno ...

Who Will Help Me Bake This Quota? A sales crediting fable.

Little Red HenOnce upon a time there was a little red hen who lived in a big sales organization. She had three fluffy yellow chicks. One morning as they were busily scratching about the yard, looking for something to eat, the little red hen found a prospect. "Look!" she said. "See what ...