Leadership
Leadership
Guide to Sales Commission Accounting
Sales commission accounting is a critical, yet often complex, aspect of managing your sales force. From crafting transparent commission structures to navigating tax implications and ensuring GAAP compliance, sales commission...
Leadership
How to Measure Sales Commission Effectiveness
Measuring the effectiveness of sales commissions involves analyzing key metrics like conversion rates, revenue growth, and quota attainment. It also requires tracking individual and team performance against targets and KPIs...
Leadership
How to Optimize Compensation Plans
A recent study found that of 450 revenue leaders surveyed, 14% reported that their sales compensation plans fail to drive customer acquisition costs (CAC). Another 10% noted that their comp...
Leadership
How to Approach Top Performing Reps Who Don’t Want a Leadership Role
Your top sales performers are crucial to your organization’s success, yet retaining them is always tricky, with recruiters regularly slipping into their DMs. That’s why leaders must continuously give their...
Leadership
When and How to Hire a RevOps Agency
RevOps is pivotal in aligning sales, marketing, and customer success teams to maximize revenue generation and operational efficiency. However, many organizations struggle with launching RevOps internally and often require external...
Leadership
How and When to Churn Customers & Prospects
As much as we want to mark every opportunity as “closed/won” and retain every customer, sometimes it makes more sense to cut ties than to overextend your team’s resources, workloads,...
Leadership
How to Create a Sales Compensation Plan
Creating a sales compensation plan requires careful consideration of various factors. These include Go-To-Market team size, average deal value, selling motion, sales complexity, team member role, and pricing model —...
Leadership
Guide to Strategic Compensation Planning
Strategic compensation planning refers to the deliberate and thoughtful process of designing and managing an organization’s compensation structure and policies in alignment with its overall business strategy and objectives. This...
Leadership
AI in Finance: Beyond the Hype, Transforming the Future of Money
Artificial intelligence remains in. Adoption rates for companies using AI more than doubled from 2017 to 2022, according to McKinsey. Moreover, amongst individual users, 71% reported they had at least...
Leadership
How to Align This Year’s Most Popular Biz Objectives With Comp
We recently conducted a LinkedIn poll to get a pulse on the current business climate, asking leaders to identify their North Star metrics for 2024. The results were resounding: revenue...
Leadership
Unpacking 5 of the Most Effective Customer Retention Strategies
As the dust settles and we reflect on the ups and downs of 2023, one thing remains crystal clear: effective customer retention strategies marked one of the hottest topics. Following...
Leadership
How to Rollout Your Comp Plan
The importance of a masterful compensation plan rollout cannot be understated. It’s essential to use clear and effective communication throughout the process so reps fully understand the comp plan design...