Gartner Blog Network

Posts from Date:   2019-12

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 documents codify the terms and conditions of how commissions are earned. However, the issues are apparent when you consider “will sellers find this document easy […]

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Improve commercial outcomes by charting the path of sales execution

by Dave Egloff  |  December 11, 2019

While most sales leaders set specific goals to guide their team, too few take the extra step to design a deliberate path for sales execution.  Laying out the specific path may feel like an unnecessary step.  However, when a recommended path is missing, sellers follow a personal path or perhaps execute along an unchartered course.  […]

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