two women talking over work
Leadership, Sales
Why Sales? How to answer this classic interview question

No two sales interviews are exactly alike. In some, the focus may be on your experience and education. Other interviewers may be more concerned with seeing if your personality will...

pay mix
Pay mix: what it is and how to calculate it

From learning how to cold call prospects to finding ways to shorten the sale cycle, sales reps have a lot on their plate. But there’s one concern that supersedes them...

sales compensation plans template
5 sales compensation plan examples to get you started

In this blog, QuotaPath‘s Chief of Staff and host of Sales Nerds Live! Graham Collins shares 5 sales compensation plan examples. Read on for a sales manager compensation plan sample,...

sales QBR
Leadership, Sales
How to run a productive sales QBR

A sales QBR isn’t just another meeting. These crucial sit-downs are often the starting point for major quarterly gains. From addressing urgent issues to strategizing ways and driving revenue, a...

what is a sales engineer
What is a sales engineer? And what makes a good one?

This specialist sales job combines business studies, tech knowledge, and customer service. The result is a dynamic profession in technical sales that’s as demanding as it is rewarding. Interested in...

divide sales territories
Leadership, Sales
The 4 best ways to divide sales territories

Running an effective sales division requires organization. Let your reps operate completely independently, and you’ve all but guaranteed chaos. Multiple reps pitching the same prospect, and high-potential clients being ignored...

hit sales quota
7 Tips to guarantee* you hit your sales quota

*okay, so obviously I can’t GUARANTEE you hit your quota as a sales rep, but if you use these tips, you’ll crush your sales quota. Understand your sales quota I...

email schedule image
What to use instead of a “touching base” email

For years, sending a touching base email has been part of proper sales etiquette. You don’t want to be too pushy, but you can’t risk falling off the radar, either....

what is OTE graphic
What is OTE? On-target earnings definition + examples

What is OTE? OTE stands for On-Target Earnings. Your OTE is the amount of money you can expect to earn if you hit 100% of your quota. This number is...

what is sandbagging in sales
Does your comp plan encourage sandbagging in sales?

Ready for this? If there is sandbagging in sales at your company, it’s your fault.Reps sandbag deals for a reason and oftentimes that reason makes sense based on what you’ve...

bluebird sales deal
What’s a bluebird sales deal, and how do I pay for it?

Your sales compensation plan is all set up, you have balanced a plan that is attainable yet challenging. It’s lucrative for the reps and profitable for the company. It has...

5 compensation plan tactics
After 350+ strategy sessions, Graham shares 5 key comp management tactics

Hi, I’m Graham Collins, QuotaPath’s Chief of Staff. Since 2019, I’ve conducted more than 350 comp management strategy calls.  These calls have included first-time sales leaders, tenured sales executives, CFOs,...

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