Sales Commission – Key Questions
Before designing a new sales commission plan it is important to remember it’s not about the arithmetic, it’s all about the psychology. So what behavior do you want to achieve with your plan? Here are some questions to help: What % of the total on target...
CEOs – Are you driving sales?
I get the opportunity to work with talented CEOs and many of my portfolio companies are achieving great success in a difficult economy. However I sense there is always a worry in the head of the CEO that staff are really engaged in the subject of sales growth. Often...How do you structure Sales Commissions & Incentives?
You have enjoyed a glorious career as a top salesperson but now it’s time to join the ranks of management. Sadly sales management coaching is thin on the ground. General consensus – You were great at closing deals so you will excel at mentoring salespeople to...Operational Excellence For Exits
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