There’s no single way to qualify prospects. In fact, there are dozens of qualification methodologies that sales teams swear by. While it’s helpful to have options, the amount of debate around this topic can make it hard to know where to begin. That’s why this article compares two of the most popular sales qualification methodologies: BANT vs MEDDIC. Learn the pros and cons of … [Read more...] about BANT vs. MEDDIC: Comparing Popular Sales Qualification Methodologies
Average Deal Size: The Secret to Forecasting with Confidence
Any salesperson with a few years under their belt knows that sales ebbs and flows. Sometimes, there are big waves — that’s good for business, and it’s good for commission. Other times, it’s hard to hook buyers and quota is out of reach. How do you forecast revenue with these ups and down? Simple: average deal size. Below, we’ll walk through how to calculate this critical … [Read more...] about Average Deal Size: The Secret to Forecasting with Confidence
A Beginner’s Guide to Tiered Commission Structures
As a business grows, so does its product portfolio. And its selling motions. As a result, the path to quota becomes more nuanced. That means a more complex comp plan, often including tiered commission structures. While this complexity is often necessary to meet the needs of a growing company and its sales teams, it’s challenging to implement — there are lots of moving parts. … [Read more...] about A Beginner’s Guide to Tiered Commission Structures
Why a Sales Leaderboard Is the Key to Team Motivation — and How to Use it Effectively
Watch any movie centered on sales professionals, and you’re likely to notice a recurring theme: competition. The sales reps in these films will stop at nothing to become the lone name atop a literal or figurative sales leaderboard – usually resorting to extreme tactics in order to be the best. Of course, the degree of cutthroat competition in these films is sensationalized to … [Read more...] about Why a Sales Leaderboard Is the Key to Team Motivation — and How to Use it Effectively
A Close Look at At-Risk Pay and the Purpose Behind Performance-Based Compensation
At-risk pay – it sounds a bit daunting, doesn’t it? On the surface, associating the idea of risk with compensation might inspire a certain level of anxiety among employees. But as this article will show you, at-risk pay – when used correctly – is an effective staple of any successful sales organization. What you’ll learn: What is at-risk pay? Types of at-risk pay? Advantages … [Read more...] about A Close Look at At-Risk Pay and the Purpose Behind Performance-Based Compensation