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Sales Compensation – What’s the Right Salary/Commission Mix?

Striking the right balance between salary and commission is one of the most complex – and vexing – issues that CEOs and sales leaders face. So, how do you find the right balance for your company? What compensation mix are other companies paying? First, let’s look at how other companies compensate their reps. As shown […]


Sales Operations – The Key to Sales Success

Some people think that a successful sales rep is like a gunslinger in a Western movie. He works alone. He lives by his wits. He is entirely responsible for his success. He doesn’t need anyone’s help. That’s a fantasy. Yes, it’s true that top sales reps have great skills. But they could not succeed without […]


Five Ways to Improve Sales Performance

Let’s say you are concerned about a sales rep’s performance. Most of us would focus on the rep’s sales pipeline. But, that may be only a symptom of a larger problem. Instead, look for causes. Look for behaviors you can change. Here are five ways you can improve a rep’s performance: Strategy – Selling the […]


How to Improve Sales Performance- Part I

This is Part I of a two part series on improving sales performance. Part I focuses on sales management, Part II on sales reps.  How do you measure sales performance? That’s easy. Look at sales.  Well…. It’s not that easy.  Revenue is a result, an output. It tells you what happened. If it’s below forecast, […]


You Don’t Need More Sales Reps. You Need More Productive Sales Reps.

  CEOs, sales leaders and private equity investors want sales growth. But they don’t want to hire more reps to get that growth. Many companies don’t need more sales reps either. They need more productive sales reps.  To increase reps’ productivity, CEOs, sales leaders and investors need to ask themselves two questions: (1) Is the […]


Don’t Waste Your Lead Generation Budget

B2B companies spend a lot of money generating leads for their sales teams. A $100 million company may spend 2% to 5% of its revenue on marketing. That can be up to $5 million.  The good news is that this investment can generate lots of leads. The bad news is that only about 20% of […]


Coach Your Inside Sales Reps to Think Like Derek Jeter

Inside sales reps play a very important role in the sales process. They identify, qualify, and nurture the leads that ultimately turn into sales. To connect with leads, they use cold calling and emailing. And they face a great deal of frustration because it’s not easy to reach prospects.   And even when they reach […]


Are Your Sales Reps Ready for 2015?

It’s January. Your competitors’ sales reps are off and running. Are yours? The best way for your sales team to meet its revenue goals – and yours – is to develop and work through a territory plan. Don’t simply give your reps sales quotas and tell them to go figure. Have the reps develop a detailed territory […]


Give Your Reps More Selling Time

According to a CSO Insights Sales Optimization Survey, most sales reps are actually selling only two days a week. What are they doing the other three days? Look to your right. If you could give your sales reps even a half day more selling time, just think how much that would be worth to you.   […]


Salary vs. Commission – What Is the Right Mix?

Compensation is one of the most complex– and vexing–sales management issues that sales leaders and CEOs face. And a particularly challenging aspect of sales compensation is determining the base salary vs. commission mix. Why? Because base salary and commission reward often conflicting objectives. A base salary can encourage one set of behaviors and variable compensation […]


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