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Catch up on the latest sales compensation trends, tactics, events, and more.

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what is OTE graphic
Sales
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...

sales engineer interview with michael davenport
Sales
What does a sales engineer do? We asked our own to answer.

According to the U.S. Bureau of Labor Statistics, about 60,000 individuals held the role of “sales engineer” in 2021. This role most frequently appeared in the computer systems design and...

PLG compensation plans
Leadership
How to build PLG sales comp plans

Product-led growth (PLG) is growing in popularity amongst B2B companies.  According to a survey conducted by ProductLed, 58% of the participating companies run PLG models. Ninety-one percent said they plan...

community qualified lead
Sales
Community-qualified leads are the future of sales

Move over marketing qualified leads (MQL). Community-qualified leads (CQL) are the hottest new best practice for generating solid leads and brand evangelists.  According to this Community-Led Report, 22% of companies...

How to test your comp plan
Leadership
How to pressure test your proposed sales comp plan

Last year, our Chief of Staff (and host of Sales Nerds Live!) Graham Collins shared the patterns he observed after conducting more than 350 compensation strategy calls.   His top five...

how to standardize compensation plans
Leadership
RevOps: Sales compensation should be public and transparent

QuotaPath’s Senior Director of RevOps, Ryan Milligan, presented on sales compensation transparency at the ‘Hot Takes Live’ event hosted by the lead scoring platform Breadcrumbs. Below, he shares his “hot take.”...

money is emotional
Leadership
The emotional element of compensation planning

Leaders may disagree on including sales compensation elements such as clawbacks, cliffs, and decelerators, but one thing they can agree on is that the topic of pay is an emotional...

gamifying sales commissions
Sales
Why gamifying sales commissions is advantageous

Gamification in the workplace has increased in popularity by 143% over the last five years, according to recent research. The same study revealed that 70% of global 2000 companies and...

draw against commissions
Sales
Why you should offer a draw against commission

Paying your employees on a commission basis is a complex operation, and it can sometimes be difficult to retain employees if the system isn’t working for them. If you don’t...

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