Since the beginning of time, man (or woman) have fought over boundaries defining, their farm, their country and yes, even their sales territory. Gangs kill over turf and so do nation states. Drug wars are all about territory with millions at stake, so we can see that territories defined has universal value. In this series [...]
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So far Don McMahan has created 19 blog entries.
Steve LePatner’s insights on employee turnover are spot on. The impact on the organization can be especially costly for sales organizations for several reasons: Loss of revenue is an immediate and certain issue when you lose salespeople Recruiting and hiring new sales talent often takes longer than other positions Disruption of customer relationships, often the [...]
A great post below from my fellow Sales Xceleration Advisor Bill Morrow. I’d like to add to his observations by reminding all salespeople that perhaps the dumbest questions are the ones you should have asked and did not. Did you ever leave a call and say jeez, “I wish I had asked him who else [...]
For a quick assessment of your company's sales readiness, check out our new Sales Agility Assessment. Take the short assessment or email me for the full 40 question deeper dive into all the components of your sales process. At FlyCloud consulting I use the proven Sales Xceleration platform to grow and manage sales in any [...]
Tying It All Together-Manage Your Sales Compensation, Manage Your Success-Part V and the Final Chapter of Sales Compensation…
We have talked about the key components of successful sales compensation plans that include: Timing and frequency of changing compensation plans Aligning comp plans with the top and bottom lines of the business. Strategic and tactical goals Rewarding the behavior you need to run the business More complex products generally require richer compensation programs Paying [...]
It should come as no surprise to you that sales compensation varies widely by both geography and industry. The general rule is the more complex, and the more expensive the product, the more you must pay people to sell it. The same may be true even if your product is not so complex, but hard [...]
Do you pay commissions on revenue or margin, or a bit of both? It depends. Many channel companies that live on razor thin margins, by necessity use margin (or gross profit, contribution margin) as the sole indicator of sales success. Most small business owners know you cannot pay the bills with revenue, it is all [...]
Compensation plans for salespeople come in all shapes and sizes, with the general rule that the more complex and difficult the sale, the more you will need to pay salespeople to sell it. That is true across all industries, from hard goods to cloud based software. What is also true is generally plans will have [...]
Your business plan is hopefully changing with growth goals already set and it is the perfect time to make sure your comp plans are aligned with the New Year company strategy. Many companies get in the habit of forgetting to review this critical component of their business toolset and do not make the tweaks to [...]