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Account management
If a Territory Manager is a “Hunting Farmer,” How Should Their Comp Work?
While many established sales organizations use the hunter-farmer model as their sales force organization model, there are inevitably geographic territories or customer segments that do not justify both “hunters” and “farmers’…
Communicating to Sales Professionals
Sales Compensation Quarterly, November 8, 2009 – Communicating changing sales compensation plans is never easy. The salesforce will always start with the assumption that the new plan is going to take something away from them, and will be skeptical of anything the company tries to push as a “positive change.”
What is the best way to compensate for multi-year maintenance contracts, including Managed Services?
The first question about the multi-year maintenance contracts is whether the role for which you’re compensating is a new business role or an account management role. If its primary focus is gaining new business…
What are some best practices for compensating sales-related positions such as Account Managers, Bus Dev Managers, and Tech Sales Support Specialists?
Often incentives work so well for one set of positions that the company decides if it is good for the sales force it must be good for the whole company, and before you know it administrative assistants are being paid based on number of emails answered.
Can you please share some of your “best sales compensation practices” for your typical Account Manager role?
Account Managers usually have responsibility for managing the relationship and growing the business with assigned existing accounts. There are many possible compensation arrangements for Account Managers — but here are some tips…
Account Managers vs. Business Developers: Key comp plan differences
Have you decided it’s time to specialize in your sales team? One of the first ways companies do this is by separating the Account Management role from the Business Development role. If you’re thinking of this approach, and if you have a reasonably short sales cycle so that your business developers close at least several new customers per month on average, these tips are for you.