Why do you reward your employees? It’s not a hard question to answer: You want to show your employees that you value them while motivating them to perform at a high level. An equally important question – and the key to a successful incentive compensation program: How do you reward your employees? In this article, we’ll cover the ins and outs of incentive compensation and … [Read more...] about Why Incentive Compensation Matters – and How to Build the Program that Suits Your Business
How to Nail Your Next RFP in Sales (and Win the Deal)
It’s no secret that selling is tougher than ever before. According to our State of Sales Report, 69% of reps agree their jobs are harder now. And yet, sales teams are under pressure to keep hitting their targets. That’s why it’s critical to know how to respond when you get a request for proposal (RFP). You need to act quickly to get the attention with your bid, but skipping out … [Read more...] about How to Nail Your Next RFP in Sales (and Win the Deal)
What Is Total Target Compensation – And What Factors Impact It?
Total target compensation is easy to understand on the surface, but all the complex factors and influences that impact this one metric can make your head spin. In this article, we’ll define total target compensation and explain how this metric reflects the philosophy and value of your incentive compensation management strategy. What you’ll learn: What is total target … [Read more...] about What Is Total Target Compensation – And What Factors Impact It?
Demand Generation vs. Lead Generation: What’s the Difference?
The way we sell has changed drastically over the past few years, because buyers are better informed than ever before. In fact, our State of Sales research found that 81% of sales reps say buyers research brands on their own before ever connecting with sales. Nothing illustrates that more clearly than the way demand generation and lead generation work in the age of social media … [Read more...] about Demand Generation vs. Lead Generation: What’s the Difference?
Is Uncapped Commission the Secret to Better Rep Performance?
Should you place a limit on how much commission your sales reps can earn? It’s a tricky subject that every sales organization must contend with. In this article, we’ll define uncapped commission and offer the key benefits of an uncapped commission strategy for modern sales organizations. What you’ll learn: What is uncapped commission? Capped vs. uncapped commission The … [Read more...] about Is Uncapped Commission the Secret to Better Rep Performance?