Sageworks: Private Companies Are Too Smart to Hire
// Analysis, Compensation
By Brian Hamilton, Chief Executive Officer, Sageworks If you want evidence that our nation’s debt is casting a cloud on … Read More
Category: Compensation
by 5 More Meaningful Sales Metrics
In every business that lasts, the most important metric for measuring the sales team is, naturally, sales. How much money … Read More
by Larry Heimlich: Sales Successes and Innovations
Larry Heimlich is an experienced hi-tech sales leader for medium size entities and startups with 20 years of mentoring and … Read More
by The Cost of Missing Quota
// Compensation, Quota
The quotas that sales reps must meet have risen 33% in four years, and the number of people meeting their … Read More
Distribution of VCs in WSJ’s Top 50 Startups
Doesn’t this world seem flat? I removed “Individual Investors” from the chart, but not from the list below. Interested in … Read More
A Morning of Sales Training with Jack Daly
My new friend, fellow Boston-based entrepreneur and Babson alum David Hauser from Grasshopper mentioned this guy Jack Daly to me. … Read More
Daniel Pink on Sales Motivation and Compensation
Daniel Pink, best selling author of Drive, A Whole New Mind, The Adventures of Johnny Bunko, and Free Agent Nation, talks with Yesware founder Matthew Bellows about how intrinsic motivation and sales compensation can be reconciled.
Moving Salespeople Off A Bonus-Heavy Comp Plan?
For a very very long time, sales has been a job that’s all about “eat what you kill”. That’s because sales people are “coin-operated”. In other words, salespeople are motivated almost exclusively by money, so they can and should be paid a low fixed salary and a high variable bonus, with the bonus component being contingent on achieving certain metrics. But a few companies and academics are examining this approach to sales compensation and wondering if there isn’t a better way.
