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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...
Don't Confuse Win Rate and Pipeline Conversion Rate
by Steve Rietberg | August 29, 2019
Two common measures for sales effectiveness are win rate and pipeline conversion rate. Many confuse or conflate these concepts. "Win rate" has become a generic term used when managers or...
Use High Water Mark Compensation Plans to Reward Sellers on Recurring Revenue
by Dave Egloff | August 26, 2019
Recurring revenue presents a challenge when used to measure seller performance. Unlike new business metrics, which more easily allows a sales leader to monetize seller influence, recurring revenue can paint...
Start Saving for Predictive Analytics
by Steve Rietberg | August 8, 2019
When I was young and fresh out of college, people urged me to start contributing to a retirement fund as soon as I could. They explained that since I had...
