Leadership
Leadership
Is your sales compensation plan a bad one?
This is a guest post written by RevPartners, a management and consulting firm that designs and executes revenue engines to supercharge their customers’ growth with services such as HubSpot Onboarding,...
Leadership
What is a sales engineer? And what makes a good one?
This specialist sales job combines business studies, tech knowledge, and customer service. The result is a dynamic profession in technical sales that’s as demanding as it is rewarding. Interested in...
Leadership, Sales
The 4 best ways to divide sales territories
Running an effective sales division requires organization. Let your reps operate completely independently, and you’ve all but guaranteed chaos. Multiple reps pitching the same prospect, and high-potential clients being ignored...
Leadership
How employees (and employers) should approach startup equity compensation
This blog explores the intricacies of offering startup equity compensation to employees. Startups offer equity as a way to attract and retain talented employees and to raise capital from investors. ...
Leadership
How to create an ideal customer profile
Creating an ideal customer profile (ICP) is essential to sales and marketing success. It enables marketing, sales, service, and leadership to focus on accounts with the greatest potential value to...
Leadership
Calculating commissions in Excel? Start here.
If you’re not ready yet to automate your sales commission reporting and payouts, no worries! You’re not the only one calculating commissions in Excel. Despite rapidly rising numbers in business...
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...
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....
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...
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...
Leadership
How to pressure test your proposed sales comp plan
Last year, our Chief of Staff (and host of Sales Nerds Live!) Graham Collins shared the patterns he observed after conducting more than 350 compensation strategy calls. His top five...
Leadership
RevOps: Sales compensation should be public and transparent
QuotaPath’s Senior Director of RevOps, Ryan Milligan, presented on sales compensation transparency at the ‘Hot Takes Live’ event hosted by the lead scoring platform Breadcrumbs. Below, he shares his “hot take.”...