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 Janelle by Janelle 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
by Janelle 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.
by 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.