Blog

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

Think about the number of vehicles you have in your field service business. On average, how many customers do you service on site everyday? Then consider how much time your mobile team spends on the road in bad weather and heavy traffic — increasing fuel consumption, carbon emissions, and infrastructure wear. This all impacts field service sustainability. As a field service … [Read more...] about 3 Ways to Improve Your Field Service Sustainability Now

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

“It’s nice to know that even after 30 years of being a professional seller, this old dog can learn new tricks,” said Kevin Thiele, CRO of Sales Code. He was referring to his favorite sales book — MEDDICC: The Ultimate Guide To Staying One Step Ahead in the Complex Sale — and how its words of wisdom helped him save a deal. Salesblazers like Thiele say that a growth mindset is … [Read more...] about Chicken Soup for the Quota: 12 of the Greatest Sales Books Ever Written

If you asked any communication service provider, they are focused on improving customer service experiences to increase loyalty and decrease churn. As such, they’re looking to data and AI to help take their service to the next level. But there is so much uncertainty out there around AI for telecom customer service because it exposes those organizations to new risks and … [Read more...] about 4 AI Features Telecoms Can Implement Now to Level Up Customer Service