The Top 5 Sales Mistakes Small to Mid-Size Businesses Make
Understanding competitors, building sales infrastructure, establishing sales territories, and ensuring quotas and goals align help businesses achieve goals.
How to Design A Sales Compensation Plan that Rewards Performance and Boosts Revenue
In my 30-plus years as a sales executive and sales leadership consultant, I’ve identified a critical error most sales organizations make: not crafting a sales compensation plan that effectively motivates and rewards performance as it drives bottom-line financial results. One reason for this persistent problem is that most companies don’t appreciate the uniqueness of the…
Three Questions for Hiring Your Next Sales Leader
Three Questions for Hiring Your Next Sales Leader Fifty-two percent of small to mid-size businesses fire their sales leader within 18 months of hire (according to SBI). This statistic is troubling. It is especially troubling because it should be easy to hire a high-performing sales leader – if you know the right questions to…
The Top 5 Sales Mistakes
Companies that take the time to understand their competitors, build a solid sales infrastructure before investing in training, establish clear territories for their sales reps and make sure their quotas align with goals will have a 300X+ better chance of making their sales goals. We can help! Contact your local Outsourced Sales VP who can help…
Study Reveals Alarming Sales Compensation Plan Trends
Your company’s sales compensation plan has a big impact on your team’s motivation, performance and results. No surprise there. What might be surprising, however, is that many companies sabotage sales success with weak, poorly understood, or mismanaged sales compensation plans. Recent results from an ongoing study confirm that such plans are the unfortunate norm; and…
Why Having a Sales Infrastructure in Place Attracts Serious Buyers and Commands Top Dollar
No matter what industry you are in or how long you have been in business, owner goals are the same: you want your business to succeed. However, for many owners, a time will come when your goals shift and you start thinking about selling your business. When this time comes, having a solid sales infrastructure…
8 Reasons Straight Commission Sales Compensation is a Terrible Idea
Straight Commission Sales Compensation is a Terrible Idea. Here are 8 Reasons Why: Straight commission sales compensation structures sounds great to many business owners. After all, it seems low-risk and high-reward: if salespeople don’t produce, they don’t get paid – but if they sell plenty, they earn plenty. Everyone wins, right? Well, not very often. It is…
Do You Know the 4 Parts of a Successful Sales Compensation Plan?
In an early article on the Sales Xceleration website, I shared the 5 Keys to a Successful Sales Compensation Plan. In that article, I noted that successful plans accomplish the following. They: Benefit both the company and the sales team employee Incent desired sales behaviors and performance Are easily understood, implemented and managed Strike the right…