Molly Clarke

What motivates sales reps? They might care about the company’s overall success and want to see the business grow, but when it comes down to it, they’re motivated by whatever earns them the most money possible. In short, they care about what their commission plan tells them to care about. Comp managers know this in theory – but in practice, it can be difficult to know how to … [Read more...] about 5 Keys to Building a Commission Plan That Motivates Rep and Helps Secure Revenue Targets

Sales development reps – or SDRs – play a pivotal role in modern sales organizations. SDRs are often the first line of qualification and a major source of lead generation. That’s why compensating them well is so important: The right commission structure can motivate your SDRs to jump out of bed in the morning and take action – while the wrong one can make you fall short of your … [Read more...] about How to Build an Effective SDR Commission Plan in 4 Steps

All reps enter sales conversations with the same goals. They want to learn about the prospect, tailor the pitch to their needs, and put them on a path toward closing a deal. So why do some reps consistently succeed while others fail?  Ultimately, a rep’s success during sales conversations hinges on the questions they ask – not just what they ask for, but how they ask for it. In … [Read more...] about Learn Which High-Gain Questions to Ask So You Can Close Faster

There are many pitfalls to a sales org that deals with patched-together tech and dated processes. Information is hard to track, and there’s little transparency. For reps, this can translate into dollars and cents: a lack of commission clarity and effective tracking might mean they lose out on hard-earned money. That’s where shadow accounting (number crunching by reps) comes … [Read more...] about Shadow Accounting May Be Chipping Away at Your Team’s Performance — Here’s Why

Although all professions require a certain balance of skill and motivation, sales in particular relies heavily on motivation. The work that goes into generating sales – making calls, researching prospects, following up, going above and beyond to close a deal, navigating rejection – can’t be achieved without a degree of drive and ambition.     When a sales rep doesn’t have the … [Read more...] about Skill vs. Will: When How-To Just Isn’t Enough in Sales