This is a touchy subject and one that no one likes to talk about. Ideally, if you follow my advice on interviewing salespeople you won’t be in this predicament very...
It calls to question a core tenet of business, but there is a lot of research around whether interviews matter in predicting on-the-job performance. It sounds so bizarre, but companies...
Even though it’s possible to change or improve your habits at any time, having a new year seems like a perfect time to do so. It’s a brand new calendar,...
Changing a sales compensation plan can be a stressful and traumatic event for a sales team. With a new incentive plan comes the risk that you’ll be making less money...
Short answer: Almost always, no. Long answer: Capped commission is a very sensitive and complex subject within sales incentives. Let me first define what I mean by ‘capped commission’. Capped...
Now that we’ve set the quota for SDRs, it’s time to talk about how to set their bonus and commission rates. Before we dive in, let’s define some terms: Commission:...
Now that we’ve set the quota for a salesperson, it’s time to talk about how to set commission rates. In the past, our CEO AJ Bruno wrote about his favorite...
We’re constantly thinking, talking, and writing about compensation plans (how to build one and which is our favorite for example)… In the ghastly spirit of Halloween, I wanted to write...
Sales Development Reps (SDRs) play a key role in many B2B SaaS companies. They spearhead the efforts of generating leads and moving these leads through the top of the sales...
In a previous post, I wrote about my experience setting Sales Development Rep (SDR) quotas while I was running an SDR organization. But not all sales quotas are created equal....
As Director of Sales Development, I ran a team of 40 Sales Development Representatives (SDRs) for about three years at a Software as a Service (SaaS) company in Austin, Texas....
I hear the question “what’s your favorite sales book?” so often you’d think I would be tired of it, but that couldn’t be further from the truth. I can’t pick...