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

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Leadership
Comp Plan Best Practices for Larger Sales Teams

Compensation plans are used to incentivize selling behaviors and impact the bottom line. This is true regardless of an organization’s stage, size, or industry. However, the components of a comp...

demand forecasting, image of two people collaborating over laptop, featuring Convoso
Sales
How To Get An Accurate Sales Forecast With Demand Forecasting

Sales forecasting is one of the most essential yet challenging aspects of business. However, having an accurate estimate of revenue through a sales forecast can shape your success. Everything from...

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Leadership
How to Honor Commissions When a Rep Leaves

A sales rep based in Colorado earned $100K in commissions that the company didn’t pay because he left before they collected the cash from the customer. Their compensation policy states...

channel partners, yellow image with symbols representing partnerships
Leadership
Channel Partners: A Guide

Strategic partnerships can lead to up to 30% revenue increases.  It’s no wonder SaaS companies are heart-eyed toward this function.  But compensating for this role can be tricky.  Much like...

how to set a sales quota
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....

spiff program management image of clock and woman working
Sales
Guide to Spiff Program Management

Spiff program management refers to the design, strategy, and execution of SPIFFs (short for sales performance incentive fund formula) to maximize sales revenue during a set period. It’s a common...

scoring optimization with ai
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...

what is field ops, image of women sitting at desk working remotely
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...

financial accountability - picture of man instructing small conference room of people
Leadership
How to Foster a Culture of Financial Accountability

Instilling a culture of financial accountability amongst your employees is good for business. So much so, that a study conducted by the Aberdeen Group found that companies with strong financial...

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