Leadership
Leaders share 5 biggest challenges with sales compensation plans
Sales compensation plans have historically been intended to motivate sales reps to sell new revenue. However, market volatility has led many SaaS companies to shift their focus from growth at...
Leadership
RevOps vs. Sales Ops: An interview with Christian Freese
Revenue Operations (RevOps) ranks No. 1 on LinkedIn’s Jobs on the Rise list for 2023. Still, despite its increasing popularity and massive impact driving revenue, some confusion exists around the...
Sales
Commission rates by role
People often ask us about commission rates. What should the commission rate be for a CS? What about an AE? How does this change with the compensation plan? Our goal...
Sales
What is the average OTE of a sales rep?
On-target earnings, commonly called OTE, represents the dollar amount a sales rep can expect to earn if they hit their sales quota. This figure helps commission-based sales reps gauge earning...
Sales
What’s a recommended sales team structure for startups?
Setting up sales team structures at startups is tricky. “Going from (a sales team of) 1-100 is really hard,” according to David Baga, CRO of Lyft. “The struggle is constant...
Leadership
Aligning sales compensation plans with business objectives
This is a guest post on aligning compensation plans with business objectives written by RevPartners, a management and consulting firm that designs and executes revenue engines to supercharge their customers’...
Leadership, Uncategorized
10 comp levers to solve for metric “X”
Boards are increasingly calling for improved business efficiencies today. This should come as no surprise after a bank crisis, massive layoffs, and a recession still looming on the horizon. Many...
Sales
10 sales jobs with the highest commissions
The following blog explores the sales jobs with the highest commissions. One in eight jobs in the U.S. (nearly 13%) are full-time sales positions, but only 39% of salespeople plan...
Leadership
Why your business needs a Revtech stack
The following blog is a guest post from Vonage. Working with technology has become the new norm, no matter what sector you work in. The right technology can be a...
Sales
Role insights: Sales enablement manager salary and responsibilities
The demand for sales enablement is growing rapidly. According to Korn Ferry, the practice of sales enablement in sales organizations has practically doubled since 2017. So, it’s not surprising that...
Leadership
What does ASC 606 revenue recognition mean for commissions?
Learn how to comply with ASC 606 revenue recognition when it comes to sales commissions. To keep financial records complete, accurate, and comparable, companies follow five core accounting principles. These...
Sales
Maximize your earnings: How to use commission calculators to boost your sales
The following blog includes free commission calculators to help you manage and track deals. Regardless of how attractive a compensation plan may be, it won’t motivate salespeople unless they understand...