Leadership
Leadership, Sales
Running a virtual sales kickoff (SKO)
How can you ensure your reps feel connected, motivated and ready to attack a new offer or sales cycle? It’s all about a great sales kickoff. This annual summit is...
Leadership, Sales
Inside Sales vs. Outside Sales: a complete guide
As of 2017, 5.7 million professional salespeople were marketing either remotely or face-to-face in the United States. Of those, about 52.8% worked in outside sales. The remaining 42.7% were dedicated...
Leadership, Sales
The tricks and treats of compensation plans
Over the past 3 months, I’ve met with over 50 sales leaders helping them build, fix, or refresh their compensation plans. Some of these VPs of Sales need a complete...
Leadership, Sales
Chief Sales Officer vs. Chief Revenue Officer, what’s the difference?
Chief Sales Officer and Chief Revenue Officer. They’re the two positions typically tasked with leading a sales organization. They take care of everything from helping to build a winning sales...
Leadership
Portrait of a good Chief Sales Officer (CSO)
When you’re ready to take your sales company to the next level, it’s time to bring in a Chief Sales Officer. These industry pros know buyer personas and basic funnels...
Leadership, Sales
Things you should do as a new Sales Manager
This is a guest post from Lily Youn Jaroszewski, Director of Sales at TeleVet. Interested in writing for us? Contact info@quotapath.com. Going from being an individual contributor to a sales...
Company, Leadership
Health + Entrepreneurship: Balancing hustle and burnout
I woke up with hives all over my body. I tried to stand up but my legs gave out. I hit the floor. Something was very wrong. It felt like...
Leadership, Sales
Stop using “uncapped commission” in your sales job descriptions
There are a lot of red flags you should be aware of when looking for sales job postings. When I see a job description that says someone needs to be...
Leadership
Guide to startup sales commission structures
Building a startup sales compensation plan that works for your company can be extremely tricky. Oftentimes, it takes multiple iterations to reach an appropriate startup sales commission structure. This blog...
Leadership
Guide to sales compensation plans: About multiple rate bonuses
In our guide to sales compensation plans, we just covered single rate bonuses and why they are simple to follow but lack some flexibility. We’ve also written about both single...
Leadership
Confusing commission rates – why you should avoid them
So you’re creating a new compensation plan for your sales team. It needs to accomplish the company’s financial objectives, motivate your reps, and pay a fair rate, all while being...
Leadership
Guide to sales compensation plans: About single rate bonuses
If you’ve been following along on our blog, you know we’ve already covered two different types of variable compensation: single rate commission and multiple rate commission. Now we’re moving on...