Sales
Sales
Compensation Planning: Feedback & Communication
SaaS company leaders face many challenges in compensation planning; however, aligning compensation with company goals is their biggest challenge. This alignment is crucial for driving business goals achievement. But another...
Sales
Leveraging Sales Intelligence to Boost Your Sales Productivity
Long gone are the days of staying ahead of competitors using traditional sales tactics. The modern sales toolkit has a new and crucial element: sales intelligence. Used wisely, sales intelligence...
Sales
Q4 Compensation Adjustments: What Metrics to Pay Attention to
Q4 is the final sprint in the annual sales race. To keep energy and motivation up across their teams, some leaders drop a spiff or kicker. At the same time,...
Sales
SPIFF Up Your Q4 Sales
Q4 is the final sprint in the annual sales race. Maintaining momentum, motivation, and focus is crucial to crossing the finish line. While base compensation plans provide a solid foundation,...
Sales
What Do Reps Actually Want in Their Comp Plans
Aligning sales compensation plans with the needs and motivations of the sales team is crucial. If incentive plans fail to inspire desirable selling behaviors, quotas, and organizational objectives become more...
Sales
What is Sales Performance Management? Why Do You Need One?
You have a great sales team. You have a great and varied product offering. So, why are your sales not delivering the results you would expect? It may all be...
Sales
Sales Suspect vs. Prospect: 7 Ways to Differentiate for Better Pipeline Management
The best way to ensure smooth pipeline management is to know exactly how to optimize it. That means understanding every last step closely so you always know how to approach...
Sales
What is the Industry Standard for Quotas and Commission
91% of sales teams missed quota last year, according to our 2024 Compensation Trends Report. Leaders attributed those misses to factors such as market conditions, misaligned sales activities, unstructured sales...
Sales
Managing Multiple Sales Channels and Territories: A Guide
Managing multiple sales channels and territories in a growing SaaS company has its challenges. Competition and confusion can arise when different sales channels, such as inside and outside reps, target...
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...
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....
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...