Sales
How to Set a Sales Quota
According to our compensation data, 91% of teams missed sales quota last year. Market conditions were the leading reason, along with misaligned sales activity and unrealistic quotas or sales goals....
Sales
How AI Lead Scoring Optimizes Your Sales Forecasting Strategy
This is a guest blog from the data and AI company, Databricks. Sales forecasting is supposed to make everyone’s lives easier. Sales and marketing have their targets. Customer services and...
Leadership
What is Field Ops?
There are RevOps, Marketing Ops, and even Financial Operations, but have you heard of Field Operations? These various operations roles exist to support and optimize their specific areas. However, where...
Leadership
What’s The Revops Market Like Right Now?
The role of RevOps and the entire RevOps market has encountered explosive growth over the past couple of years. In 2020, only 33% of companies had a RevOps function. Today,...
Sales
7 Reasons Why Sales Data Analysis is Vital for Business Success
Businesses strive for growth in all areas, and we often look at sales as the leading driver of growth. More sales = more success. It’s a good start, but sales...
Leadership
Navigating Sales Compensation Compliance: Best Practices
More than 60 percent of SEC enforcement actions against companies for financial statement fraud relate to improper revenue recognition. Some of these violations were the result of unethical practices. However,...
Leadership
Calculating the True Cost of Sales Compensation: Key Metrics and Considerations
Without a clear understanding of your sales compensation costs, you’re flying blind. It’s impossible to optimize your sales strategy or forecast future profitability accurately. According to Alexander Group, the cash...
Leadership
How to Drive Inbound Leads Response Times
Who needs to improve their inbound lead response strategies? Timing is everything when it comes to qualifying inbound leads. The possibility of qualifying a prospect drops by a staggering 21X...
Leadership
Bonus Structure Examples
Companies with a well-designed sales bonus structure report 50% higher employee retention. Creating a strong plan is crucial to attract and retain top talent in the competitive SaaS industry, where...
Leadership
What is Incentive Compensation Management?
Companies with thoughtful incentive compensation plans see an average of 22% increase in sales performance. Traditional compensation structures can leave employees feeling unmotivated and disengaged, yet aligning employee performance with...
Product and Tools
Sales Commission Expense Recognition: A Comprehensive Guide
Sales commission expense recognition involves many complexities. In this guide we show you how to achieve accurate recording and documentation of these costs by streamlining accounting, ensuring ASC 606 compliance,...
Leadership
RevOps and Finance Alignment: Enhancing Sales Performance
This is a guest blog from Kenzi, a professional business writer with 15 years of experience in crafting compelling content for entrepreneurs and corporate clients. His expertise is creating business...