Leadership

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...

how to balance startup equity
Leadership
How employees (and employers) should approach startup equity compensation

This blog explores the intricacies of offering startup equity compensation to employees.  Startups offer equity as a way to attract and retain talented employees and to raise capital from investors. ...

ideal customer profile
Leadership
How to create an ideal customer profile

Creating an ideal customer profile (ICP) is essential to sales and marketing success. It enables marketing, sales, service, and leadership to focus on accounts with the greatest potential value to...

iphone resting atop documents
Leadership
Calculating commissions in Excel? Start here.

If you’re not ready yet to automate your sales commission reporting and payouts, no worries! You’re not the only one calculating commissions in Excel. Despite rapidly rising numbers in business...

GTM strategy
Leadership
How to build a new Go-to-Market strategy

Whether you are launching a product or entering a new market, you need a go-to-market (GTM) strategy to help you achieve your goals.  Without one, you risk wasting valuable time...

multi-year accelerators
Leadership
Multi-year deals are your most important play in 2023

For early-stage companies, companies looking to ice out the competition, and those in search of predictable revenue models, sales comp plans that promote multi-year deals can be your biggest asset....

commission floors debate
Leadership
Should I have a commission floor in my sales compensation plan?

Commissions floors, or “cliffs” require an individual to meet a certain performance threshold before gaining commission payout eligibility as defined by the sales compensation plan. Usually, a certain amount of...

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...

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...

how to build a comp plan with finance support
Leadership
How Sales and Finance can work better together this comp plan season

Although Sales and Finance share a goal to generate as much revenue as possible, their approaches to achieving it differs quite a bit. “Typically, people in Finance gravitate toward data-driven...

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