Month: June 2016

Sales incentive plans

Most organisations link some portion of salespeople’s salary to a sales incentive plans. For example, they pay a commission on the revenues or a bonus for achieving a territory sales quota. This proven “pay for performance” approach motivates salespeople to work hard and drive sales results. But today, companies increasingly expect salespeople to deliver not …

Sales incentive plans Read More »

High-performing salespeople

What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%? Recent research carried out by Harvard Business Review involving nearly 800 salespeople and sales leaders to better answer this question. The information from these two sources provides interesting insights about the attributes of high-performing top salespeople compared …

High-performing salespeople Read More »