Leadership
2025 Compensation Trends
The idea behind sales compensation and incentive pay may never change: “Show me an incentive, and I’ll show you an outcome.” — Charlie Munger However, the strategy behind what incentives you...
Sales
Sales Performance Metrics to Track
Tracking sales performance metrics plays a pivotal role in driving business success. This process helps you identify strengths and weaknesses to pinpoint areas where sales reps excel and areas needing...
Leadership
Sales Capacity Planning: Building Your Capacity Model
Sales capacity planning helps businesses estimate the number and roles of sales reps to meet monthly, quarterly, or annual organizational goals. Accurate and consistent sales capacity planning is essential for...
Leadership
10 RevOps Leaders to Follow in 2025
What’s the hottest role in tech… again? RevOps, of course. And for good reason. Having a RevOps leader at your organization leads to significant impacts on businesses. For example, Forrester...
Leadership
Recurring Revenue Sales Compensation: A Guide
SaaS companies rely on recurring revenue sales compensation models to incentivize sales reps toward long-term customer relationships and revenue stability rather than short-term gains. By rewarding contract renewals, expansions, and...
Leadership
Top 10 RevOps Tools of 2024
In recent years, Revenue Operations (RevOps) has emerged as a powerful function driving cross-departmental alignment and optimizing revenue generation. As businesses increasingly recognize the strategic impact of RevOps, the demand...
Leadership
How to Leverage Sales Performance Reporting
Sales performance reporting is essential for driving informed decision-making for revenue operations (RevOps) and sales leaders. Accurate and detailed reporting provides clarity with a complete view of team performance, quota...
Leadership
Supercharging Quote-to-Cash on HubSpot: Fireside Chat Recap
At this year’s HubSpot INBOUND conference, our very own Graham Collins, Head of Partnerships at QuotaPath, had the opportunity to join a fireside chat at the Hapily booth. Surrounded by...
Sales, Uncategorized
Sales Performance Analytics: Aligning Incentives with Goals
When evaluating and improving a sales team’s effectiveness, you need data – and you need to incentivize it. Data analysis using sales performance analytics helps businesses align their incentives with...
Uncategorized
How to Increase Conversion Rate with Signal-Based Selling Techniques
Most people are so overexposed to traditional selling techniques they’ve become masters at tuning them out. Cold calls are immediately blocked, and generic email blasts get left unread in the...
Uncategorized
Guide to Sales Territory Mapping
Fifty-eight percent of B2B organizations don’t consider their sales territory mapping efforts effective, according to Sales Management Association (SMA) research. The study found that these organizations fell short of 3...
Uncategorized
Recruiter Compensation: Best Practices
Recruiter compensation plans often depend on the type of recruiter. For instance, an organization might outsource recruiting to external recruiters employed by an agency, or they may have a dedicated...