Sales
Sales
How to create a business development incentive structure
Your business development team might be the most entry-level folks on your team. Yet, they set the first impressions of your organization to prospects while tasked with building out your...
Sales
Let’s talk about account scoring models
How many of you have worked for a sales organization without an account scoring model in place? It’s a challenge, right? Your reps chase deals according to their intuition versus...
Sales
7 ways to motivate outbound sales using compensation
Despite the noise on LinkedIn that “outbound sales” is dead, the practice remains very well alive in 2023. In fact, according to a HubSpot study, 82% of buyers said they...
Sales
8 Questions to diagnose a sales data quality issue
This is a guest blog on sales data quality written by Lee Moskowitz, Director of Growth Marketing at SetSail. Your sales data is the foundation for future growth. You use...
Sales
The psychology of compensation: How to keep reps motivated
This is a guest post on how to keep reps motivated written by RevPartners, a management and consulting firm that designs and executes revenue engines to supercharge their customers’ growth...
Sales
What is the standard software sales commission percentage?
This blog includes the most commonly used software sales commission percentage with multiple compensation plan templates to explore for your own use. The “Great Resignation,” a nickname for the millions...
Sales
MBO meaning in sales enablement
This blog unpacks the MBO meaning in sales and ties them to sales enablement. According to Celeverism, some of the more successful companies that implemented management by objectives (MBOs) goal...
Sales
What is considered a good quota attainment rate?
Sales quota attainment is a critical metric for any sales team. It measures how well a team is performing against its sales goals and offers a peek into the reality...
Sales
What are sales objectives and key results (OKRs): And why are they important?
This is a guest blog from our friends at Dialpad on sales objectives and key results (OKRs). In sales, it’s easy to feel overwhelmed with numbers and unattainable targets. Sales...
Leadership, Sales
Why Sales? How to answer this classic interview question
No two sales interviews are exactly alike. In some, the focus may be on your experience and education. Other interviewers may be more concerned with seeing if your personality will...
Sales
How to set up a successful sales SPIF
More than 40% of reps aren’t motivated by their comp plans. An easy fix? Consider SPIFs. There are various ways to motivate specific sales rep behaviors and drive performance. Although...
Sales
How to build transparency in a sales team
This is a guest blog written by our friends at Weflow. When your sales team is struggling to hit performance metrics, one of the possible culprits is a lack of...