Geographic vs Open Territories-(Part II of a IV Part Series)

Most of my professional life has revolved around well-defined geographic territories, defined by state borders or sometimes down to the local zip code levels. When you are developing a sales strategy, why is this a good thing compared to other territory management strategies?

Some benefits:

Efficiencies of time/travel expenses
Clear accountability
Concentration of effort
Long term, […]

By |March 10th, 2017|Sales management, Sales Planning|Comments Off on Geographic vs Open Territories-(Part II of a IV Part Series)

Sales Territories-What Works Best? (Part 1 of a 4 part series…)

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 on […]

By |September 13th, 2016|Sales management, Sales Planning|Comments Off on Sales Territories-What Works Best? (Part 1 of a 4 part series…)

Turnover Is a Costly Problem for Sales Managers

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 […]

By |July 6th, 2016|Sales compensation, Sales management, Sales Planning|Comments Off on Turnover Is a Costly Problem for Sales Managers

Admiring the Problem and Stupid Sales Call Questions…

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 […]

By |June 17th, 2016|Sales management, Sales Planning, Sales Planning|Comments Off on Admiring the Problem and Stupid Sales Call Questions…

New Sales Agility Tool To Assess Your Company Sales Mojo

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 […]

By |June 11th, 2016|Sales management, Sales Planning, Sales Planning|Comments Off on New Sales Agility Tool To Assess Your Company Sales Mojo

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 […]

By |May 26th, 2016|Sales management, Sales Planning, Sales Planning, Uncategorized|Comments Off on Tying It All Together-Manage Your Sales Compensation, Manage Your Success-Part V and the Final Chapter of Sales Compensation…

Is Your Sales Compensation Competitive?-Part IV of a V Part Series on Compensation

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 […]

By |April 12th, 2016|Sales compensation, Sales management, Sales Planning, Sales Planning|Comments Off on Is Your Sales Compensation Competitive?-Part IV of a V Part Series on Compensation

Managing Sales Growth with the Right Compensation Plan-Part III of a V Part Series on Compensation

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 […]

By |February 11th, 2016|Sales management, Sales Planning, Uncategorized|Comments Off on Managing Sales Growth with the Right Compensation Plan-Part III of a V Part Series on Compensation

Sales Compensation Plans-Part II-What Should A Sales Comp Plan Look Like?

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 […]

By |January 11th, 2016|Sales Planning|Comments Off on Sales Compensation Plans-Part II-What Should A Sales Comp Plan Look Like?

A New Year Is Always The Time For Sales Comp Plan Reviews

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 […]

By |December 29th, 2015|Uncategorized|Comments Off on A New Year Is Always The Time For Sales Comp Plan Reviews