Are you just doing more of the same thing as your sales team grows? Are you making the mistake of having your Hunters farm old accounts, while also expecting them to cold call into new prospects? Do you just make a tweak to the incentive plan and give the same plan to everyone? As companies grow, sales teams often become increasingly specialized, with each job requiring different rewards to incent different behavior. If you fail to align incentives with job type, your sales team won't be driven in the right direction.
In this Sales Management Association webcast Erik Charles, Xactly's Principal Incentives Strategist, shares best practices in designing specialty sales roles and the incentive plans that direct them.
