Jeffrey Steen

The average sales organization loses 25% of its team every year, according to our research. That’s a lot of talent walking out the door. But here’s the kicker — with the right compensation strategy, you can flip the script. Market research can help you plot a data-driven plan to shape and grow your sales force. By understanding sales compensation trends and benchmarks, you’ll … [Read more...] about 27 Sales Compensation Statistics That Will Help You Build a Competitive Comp Plan

Self-proclaimed “old school to new school” sales leader Richard Harris remembers the first time someone quit on him. “No resignation letter — she just left.” The reason? A series of painful pipeline review meetings. “During reviews, I would ask for X and she would give me Y. She had her own path to closing deals, but I never took the time to understand her process,” said … [Read more...] about Pipeline Reviews Are the Worst — Here Are 10 Easy Ways To Fix Them

Once a rep is promoted to sales manager, expectations change. Where they once were laser-focused on their own goals, they’re now responsible for training and enabling a team of successful reps. This raises the question: How do you motivate sales managers, and how is that different from managing a sales rep? In this article, we’ll explain how to set up sales managers for success … [Read more...] about How to Motivate Sales Managers with a Thoughtful Compensation Strategy

Commission incentivizes sales reps to close as many deals as possible – but should there be a limit on just how much commission they can earn? Read on as we define uncapped earnings potential and explain why limitless commission benefits both sales employees and a company’s bottom line. Motivate your reps with automated incentive pay Discover the power of automating … [Read more...] about Uncapped Earnings: The Benefits of Limitless Commission

Sometimes, for the sake of the business’s wellbeing, a sales organization must implement strategies that are at odds with their reps’ best interests. Is that true of the commission cap?  In this article, we’ll explore the why, when, and how of commission caps and explain why so few modern sales organizations embrace this compensation strategy. Motivate your reps with … [Read more...] about Why Are Commission Caps So Rare in Modern-Day Sales?