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Catch up on the latest sales compensation trends, tactics, events, and more.

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two people chatting at small table
Sales
Top 20 interview questions for sales reps (+5 bonus tips)

Hiring sales reps can be a tricky endeavor. After all, they are salespeople selling themselves. You’re looking for successful sales rep hires that will ramp up quickly to qualifying leads,...

GTM strategy
Leadership
How to build a new Go-to-Market strategy

Whether you are launching a product or entering a new market, you need a go-to-market (GTM) strategy to help you achieve your goals.  Without one, you risk wasting valuable time...

multi-year accelerators
Leadership
Multi-year deals are your most important play in 2023

For early-stage companies, companies looking to ice out the competition, and those in search of predictable revenue models, sales comp plans that promote multi-year deals can be your biggest asset....

email schedule image
Sales
What to use instead of a “touching base” email

For years, sending a touching base email has been part of proper sales etiquette. You don’t want to be too pushy, but you can’t risk falling off the radar, either....

dialpad guest blog on scaling mindset
Sales
How to develop a sales scaling mindset (not just for startups)

This is a guest blog from Dialpad. Once you’ve made that magic 10th sale, you’re ready to start scaling, right? As a CEO, you’ll want to grow your brand, but...

commission floors debate
Leadership
Should I have a commission floor in my sales compensation plan?

Commissions floors, or “cliffs” require an individual to meet a certain performance threshold before gaining commission payout eligibility as defined by the sales compensation plan. Usually, a certain amount of...

what is OTE graphic
Sales
What is OTE? On-target earnings definition + examples

What is OTE? OTE stands for On-Target Earnings. Your OTE is the amount of money you can expect to earn if you hit 100% of your quota. This number is...

sales engineer interview with michael davenport
Sales
What does a sales engineer do? We asked our own to answer.

According to the U.S. Bureau of Labor Statistics, about 60,000 individuals held the role of “sales engineer” in 2021. This role most frequently appeared in the computer systems design and...

PLG compensation plans
Leadership
How to build PLG sales comp plans

Product-led growth (PLG) is growing in popularity amongst B2B companies.  According to a survey conducted by ProductLed, 58% of the participating companies run PLG models. Ninety-one percent said they plan...

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