Gartner Blog Network

Posts from Date:   2019-11

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 sellers to focus on specific targets and outcomes Reward sellers for their performance … appropriately and sustainably Here are some suggested questions that CSOs should […]

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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 productivity due to ineffectiveness. With fewer sellers, each hour of work time lost is more consequential as compared to larger sales teams. Sales leaders should […]

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