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    4 Frightening Facts about Your Commission Calculator

    October 12, 2015

    October is traditionally associated with lots of scary things: witches, werewolves, headless horsemen… But for companies using the wrong tools and systems to perform commission calculations, the loudest screams may happen at Q4’s end—when your sales compensation budget is blown, when your all-star sales rep turns into a pumpkin (and rolls away to work for a competitor), or worse…

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    Sales Compensation Plans: Grow Your Business with Confident Decisions

    September 28, 2015

    Across the country, the culture of leadership is changing. Where old-school executives were once comfortable making decisions based on “gut feel” or past experience, today’s CXOs increasingly base their decisions on data. And according to a global survey conducted by Harvard Business Review, data breeds confidence.
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    Sales Compensation: Are You on the Right Course?

    September 22, 2015

    Sales compensation is a tricky science. Does that mean the wrong commission rates or a misguided commission structure will lead to full-blown disaster? Maybe not tomorrow

    Based on our experience, lots of companies are “getting by” with off-target sales compensation plans. Many others are cruising into 2016 with a plan that merely did the job this year, but will prove increasingly misaligned based on next year’s goals and strategies.

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    Fear of Sales Compensation is Stunting Your Growth

    September 17, 2015

    As I reflect over last week’s Hubspot's Inbound15 conference, I found a common theme woven through many of the presentations and it was about fear.  Brene Brown, researcher and best-selling author, discussed choosing courage over comfort.  Julian Aldridge, Brand Evangelist at Charles Schwab suggests that you must leave fear behind in order to be competitive, he says great ideas come from data, creativity and courage.  Sophia Amoruso, founder of Nasty Gal online retailer, said if she knew then what she knows now she would have been too afraid to do it.  She said “Sometimes being naïve has its benefits”.  Inbound15 hosted the Malala foundation…talk about facing fear.  Malala Yousafzai wanted the basic right to an education faced the greatest fear, death, and now is a Nobel peace prize winner changing the world for many young women and men. 

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    Technology Sales Plans: 3 Catalysts that Demand Change

    September 15, 2015

    We often blog about annual company changes that warrant new sales plans. Naturally, when sales roles evolve and general salespeople transition into more specialized job descriptions, the structure for incentive pay has to change, too.

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    20 Sales Tools Every Fast-Growing Company Should Consider

    September 13, 2015

    We’ve all heard the predictions about sales technology and what it will mean, in terms of fewer (human) sales jobs, over the next 10 years. But for now at least, sales tools are more about cutting out the busy work—helping salespeople deliver more timely, personalized customer experiences. In fact, many of 2015’s most prominent sales tools were designed by sales professionals.

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    Sales Commission Plans: The Secret to Aligning Sales and Company Goals

    September 8, 2015

    A well-designed sales commission plan is the most powerful sales enablement tool at your disposal. If your sales reps aren’t tracking where they should be—with 60 percent or more meeting or exceeding quota—your sales commission plan may be to blame. 

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    7 Major Mistakes to Avoid When Designing a Sales Compensation Plan

    August 28, 2015

    As a sales manager or company leader, do you ever make the mistake of not letting your salespeople do the selling? Do you horn in on faltering deals, or micromanage the process? You may have seen these “don’ts” spelled out among the biggest mistakes sales managers can make, and you may have started thinking (as we did): What else would top the list of costly sales management mistakes? Which missteps can truly impair a sales department—if not an entire company? 

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