10 things we learned from “How to adjust your sales motion to meet today’s buyer”

February, 2020 • 4 mins

This is a touchy subject and one that no one likes to talk about.

February, 2020 • 5 mins

It calls to question a core tenet of business, but there is a lot of research around whether interviews matter in predicting on-the-job performance.

December, 2019 • 4 mins

Even though it’s possible to change or improve your habits at any time, having a new year seems like a perfect time to do so.

December, 2019 • 3 mins

Changing a sales compensation plan can be a stressful and traumatic event for a sales team.

November, 2019 • 3 mins

Short answer: Almost always, no. Long answer: Capped commission is a very sensitive and complex subject within sales incentives.

November, 2019 • 4 mins

Now that we’ve set the quota for SDRs, it’s time to talk about how to set their bonus and commission rates.

November, 2019 • 3 mins

Now that we’ve set the quota for a salesperson, it’s time to talk about how to set commission rates.

October, 2019 • 6 mins

We’re constantly thinking, talking, and writing about compensation plans (how to build one and which is our favorite for example)… In the ghastly spirit of Halloween, I wanted to write about THE SPOOKIEST COMP PLAN EVER!

October, 2019 • 5 mins

Sales Development Reps (SDRs) play a key role in many B2B SaaS companies.

October, 2019 • 4 mins

In a previous post, I wrote about my experience setting Sales Development Rep (SDR) quotas while I was running an SDR organization.

September, 2019 • 6 mins

As Director of Sales Development, I ran a team of 40 Sales Development Representatives (SDRs) for about three years at a Software as a Service (SaaS) company in Austin, Texas.

September, 2019 • 3 mins

I hear the question “what’s your favorite sales book?” so often you’d think I would be tired of it, but that couldn’t be further from the truth.

August, 2019 • 3 mins

It was 11:45 p.m. on July 31st and I was furiously jumping between slack channels as we worked through the final details in preparation for our launch the very next day.

January, 2019 • 2 mins

Update: Although this piece originally published in 2019, AJ has confirmed as of Dec. 9, 2021, that the following remains true today.

September, 2018 • 5 mins

I was having the same conversation with my managers each month when we got to our talent review meeting.

September, 2018 • 6 mins

At least twice a week, I get asked about compensation plans: “What do you think of this?” “How can I get my team to buy into this plan?” “Have you seen this plan before?” Even worse, when I go through plans with individual contributors, their comments are usually (in a frustrated tone) along the lines […]