Leadership
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...
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....
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...
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...
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...
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.”...
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...
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...
Leadership
How to present your comp plan design to leadership and team
How you roll out your comp plan design to leadership and your sales team can have a huge impact on the trust level and rep retention in your organization. Mark...
Leadership
7 lessons we learned after building our first SDR team
A business development representative (BDR) or sales development representative (SDR) team sets the first impression of a product to a prospect while growing a pipeline of qualified leads for account...
Leadership
Need a sales commission agreement? Use our template.
Get the commission agreement template A sales commission agreement may seem like an inconvenience, but not only are they the law in California and New York, they are beneficial to...
Leadership
Your sales rep hiring process deserves compensation transparency too
The sales rep hiring process has changed dramatically over the past few years. SaaS recruiters conduct interviews almost exclusively over video now. Remote sales jobs have exploded in popularity, which...