Category Archives: Sales Compensation Insights

If you are a sales manager who has pushed your team to peak performance over the last few years at your company, you have accomplished an impressive feat, given these economic conditions. You might think you deserve a raise for your performance and you likely do, but since so many good people are still out

The software as a service (SaaS) model continues to be popular in the tech sector, but many of the companies that adopt this model struggle to get their sales function working properly.  On the surface, the differences between the traditional software model and SaaS appear to be small, so why does is it so hard

I ran across this great post  What Really Motivates Sales People.  The author, Jim Keenan, a sales exec who also writes the A Sales Guy blog, shares thoughts about the significance of money in motivating sales reps. He also shares comments from members of his LinkedIn group. The bottom line from his perspective is that

We recently responded to the following question on LinkedIn: Sure seems like nobody wants to work for commission only anymore.. selling software … Anybody know why? Its a job. Great question and I agree with the other posters here – this is a rough economy and people know that in many companies, the sales aren’t

A few days ago I bought a new cellphone at a retail outlet and thought I would share the experience since it highlights how not to design a comp plan (no need to mention the company). The store rep was great, engaging me, asking questions, showing various different products and sharing facts and opinions on