Most companies think they’ve nailed the winning formula for sales compensation. In reality, they’re winging it—and it shows. What’s the biggest culprit? Treating quota setting and commission planning as separate conversations between sales and finance. The...
“Growth without efficiency is chaos. Efficiency without growth is stagnation.” As sales leaders, we all dream of having our top-performing reps work the biggest, most strategic deals, especially when the pressure is on to close out a critical quarter. But here’s the...
What would your reaction be if your number one sales rep made more cash off their commissions this year than you do? Is it a sign of a lousy comp plan? Or is it a fantastic idea to motivate sales reps? For Erik Charles, a leading expert in bridging sales, marketing,...
