Gartner Blog Network

Posts from Date:   2018-12

Confidence is critical in sales compensation modeling

by Dave Egloff  |  December 18, 2018

‘Tis the season for many joyous things.  Between holidays, PTO, great food and time with the family, it’s a remarkable time of year.  For sales compensation designers this is also the season to model sales compensation expense. Source: pixabay.com @ pexels.com Compensation modeling is first and foremost about confidence. Sales compensation designers must be confident that comp […]

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Selling new products is a matter of will and skill

by Dave Egloff  |  December 10, 2018

Organizations are excited to launch a new product. The launch is a result of the hard work of many and the potential for success feels limitless. Disappointment is also felt by many if the product launches slower than anticipated. The finger-pointing may start and it’s not long before everyone looks at where the rubber meets […]

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