Many sales organizations start out with hybrid sales roles, having one role responsible for new business, expanding business in current accounts and renewals, and maintenance of current accounts. Hybrid roles have different commission rates; higher rates for growing...
by Susan Malanowski When revenue opportunities significantly drop unexpectedly due to external situations like Covid-19, many organizations’ sales pipelines begin to slow down, and revenue significantly shrinks. For other organizations, unexpected windfalls may occur...
We are often involved in reviewing a client’s sales compensation plan document for clarity and completeness. What we find when we read this document is that it appears to have been “written by attorneys for attorneys.” If your plan document is the primary means by...
In the process of evaluating the effectiveness of sales compensation on a regular basis, sales organizations want to know how the design of their plans and practices compare to the market. These questions include: What is the state of current plans, are they...
The role of new account sales representatives or Hunters is focused on getting the organization new business. Account Managers, or Farmers, are responsible for growing and maintaining the revenue stream. At a point in time there is a “handoff” of an account from the...
1. The desired market position is consistent with the level of talent and performance requirements of the organization. Most strong sales oriented companies have base salaries that are at or slightly below the market median and variable cash compensation that...
We use cookies to ensure that we give you the best experience on our website. By closing this banner, scrolling this page, clicking a link, or continuing to browse this site, you agree to this use.OkPrivacy policy
