Compensation Plan

How to Change a Crappy Sales Compensation Plan to a Better One

Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.

hunter

How to Hire the Right Hunter

To become better at hiring the right hunters you will need to know a few key secrets. A spot on job description focusing on pinpointing sellers who are intuitively great and experienced at initiating relationships as well as asking strategic interview questions are the ticket. A few key questions to ask include:

Centers of Influence

Deepen Your Relationship with Centers of Influence

Networking, whether it is in person, via Linked In or in another manner, can have a lasting effect on future referrals. This is your opportunity to deepen the relationship with Centers of Influence. If done properly and with sincerity, you can have a referral source forever; if done poorly, they may never help you again.

sales cycle

Calculating Your Sales Cycle

Sales take time to close. Whether you’re launching a new business or growing an established one, the ideal time for a closed sale is usually “yesterday.” But we all know that’s not how life works. There is a tremendous benefit, however, in being able to predict how long it actually takes you to close a sale from the moment you interact with a new prospect.