How do we compensate appropriately when the sales person is responsible for both New and Recurring business?
Three approaches that work are: (1) split the plan into New and Existing components, (2) single component goal-based plan with a goal that requires good retention/penetration and New, (3) pay on net new.
When is the use of a threshold a good idea vs. paying on every sale?
For sales people tasked with growing an established business, a threshold can be the key to focusing them on growth.
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’…
Draws for new hires in long sales cycle roles
To address this, here’s an overview of a few ways to smooth the entree for a new rep, listed from the least to the most effective in a long sales cycle role…