Sales
Sales
How to Align Capacity Planning with Compensation Plans
RevOps builds the capacity plan off a headcount target. Finance builds the comp plan off a market OTE benchmark. And nobody checks whether the two math problems share the same...
Sales
How Ramp Time Impacts Sales Capacity (and Revenue)
Most revenue leaders can tell you their headcount plan for the quarter. But you know what they often can’t tell you about? Their capacity plan. This gap is where sales...
Sales
How to Create a Sales Territory Plan That Drives Quota Attainment
Every territory line drawn creates winners, losers, and compensation disputes. Differences in market potential, account mix, and selling opportunity can make the same quota more attainable in one territory than...
Sales
Sales Territory Planning: 2027 Guide
Most revenue leaders start with geography when it comes to sales territory planning. And that, my friend, is a big no-no. Instead, start sales territory management with revenue capacity. Think:...
Sales
3 Ways to Use Commissions to Reignite Sales Motivation This Summer
Two-thirds of B2B businesses experience a summer sales slump when sales teams disengage mid-year. Sales teams often hit a motivational slump during the summer months. Between vacations, slower deal cycles,...
Sales
Evaluate a Sales Compensation Plan
Two-thirds of respondents update their comp plans less often than once per year, according to Sales Xceleration’s Sales Agility Assessment. This is surprising, since nearly 40% of revenue leaders admit...
Sales
Your Summer Sales Kickoff Playbook: How to Turn July into a Second-Half Launchpad
Your Mid-Year Sales Kickoff Playbook: How to Turn July into a Second-Half Launchpad Guess what? Mid-Year is the New January. That’s right. You may think January gets all the glory,...
Sales
How QuotaPath Helps Sales Managers Coach and Forecast With Comp Data
Sales managers. The backbone of your team’s performance. They’re expected to improve rep output, tighten forecast accuracy, and help teams hit quota, all without a clear view into how compensation...
Sales
How to Design Compensation Accelerators that Motivate
A compensation accelerator is a tiered commission structure where a sales rep’s commission rate increases once they meet or exceed a designated goal, such as a sales quota or a...
Sales
5 Ways to Reduce Friction During the Sales to CS Handoff
Mid-year is when sales-to-CS handoff cracks become visible. Here are five comp-driven ways to tighten them without paying twice for the same revenue. By the time mid-year performance reviews roll...
Sales
SPIFs vs Bonuses: What’s the Difference
Are you motivating short-term behavior, or rewarding long-term performance? Different sales incentive types are designed for different purposes. SPIFs and bonuses are often confused because they are both offered in...
Sales
SPIFs, Summer Slumps, and Science: How to Motivate Sales When Deals Slow Down
Summer slowdowns are real, but wouldn’t you know that they’re not just a pipeline problem. They’re an incentive design problem. When buying cycles stretch, the biggest risk is not always...