Direct Sales Role Design: Hybrids, Hunters and Farmers

Direct Sales Role Design: Hybrids, Hunters and Farmers

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...
Sales Incentives During Challenging Times

Sales Incentives During Challenging Times

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...
How to Document Your Sales Compensation Plan

How to Document Your Sales Compensation Plan

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...