Gartner Blog Network

Posts from Date:   2019-8

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 a blurry picture. First, let’s understand the origin of the problem.  At the start of a sales year, recurring revenue streams do not start at […]

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Sales transformation requires vision and execution

by Dave Egloff  |  August 6, 2019

There is a proverb that says, “Vision without action is a daydream; action without vision is a nightmare.”  This is a great saying with broad appeal and application.  Clearly, we can use it to examine sales transformations. Most Chief Sales Officers recognize that change is the new normal.  Continually, CSOs must respond to shifts in […]

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