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Three Approaches to Sales Force Sizing
by Dave Egloff | January 9, 2020
Sales force sizing is the strategic and analytical process of determining the optimal number of sellers by role, segment, etc. Since a sales force is an investment in growth, sales...
Value of Well-Designed Sales Compensation Documents
by Dave Egloff | December 23, 2019
Sales compensation documents are too often written to satisfy the needs of the organization as opposed to the needs of the seller. Sound crazy? Perhaps but it's true. Certainly, these...
Get More from Your Win-Loss Analysis
by Steve Rietberg | December 23, 2019
There are plenty of famous quotes that remind us that we learn more from our failures than our successes. I'm sure you've seen them:
"We learn from failure, not from...
Five Questions CSOs Should Ask Before Approving Sales Compensation Plan Designs
by Dave Egloff | November 20, 2019
Each year, Chief Sales Officers (CSOs) must approve the sales compensation plans. During this approval, CSOs should ensure that their sales compensation plans:
Align with the overall sales strategy
Motivate...
Five Tips to Improve Sales Effectiveness of Smaller Teams
by Dave Egloff | November 7, 2019
Nearly all sales leaders have an eye on sales effectiveness. However, it is those leading smaller sales forces that should be the most keenly aware of where sellers are losing...
Use Call Plans to Instill Sense Making Behaviors
by Steve Rietberg | October 28, 2019
Your customers spend much less time with sellers than you may think. Gartner research shows that B2B customers spend only 17% of their buying journey engaging with prospective suppliers. So...
Monetizing Quota Setting Accuracy
by Dave Egloff | October 22, 2019
Many sales leaders lament the inaccuracy of quota setting. It is so commonplace that one could ask “why don’t more leaders invest in improving this process?” There are likely two...
Are Fields Sales Feeling a Squeeze?
by Dave Egloff | October 9, 2019
Whether it be a matter of sales strategy or perhaps sales force design, many sales leaders are exploring future investments in key account programs or inside sales functions. Some are...
Managing the Cost of Sales
by Dave Egloff | September 26, 2019
Last week, Gartner hosted their annual CSO & Sales Leader Conference in Las Vegas. In my experience, it was the most impressive gathering of Chief Sales Officers, sales operations leaders,...
Holistic Sales Performance Management
by Dave Egloff | September 11, 2019
Sales performance management can be simply defined as an ongoing engagement where seller activities and results are assessed and improved.
Sales leaders typically leverage sales performance data to inform compensation...
