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On the Wisdom (or not) of Sales Commission Caps

I recently read and agreed with several comments on LinkedIn that you should not cap a sales rep’s variable earnings. As companies grow and Finance gains power, this tends to happen. That is one of the key reasons that your stars leave. That said, there is one type of...

SaaS Field Sales to Inside Sales Migration Trend

We see the sales structure at many companies in the Cloud Application space growing the % of Inside Sales reps much faster than field reps.. Read how sales team structure is evolving from a survey done by Velocify.com and published in an article by Steve Martin in the...

What Is Sales Enablement, Anyway?

This very good article by Jason Jordan on the range of elements that are included in the term :Sales Enablement”. Among the sometimes-vague sales terms that get tossed around, sales enablement may be one of the worst offenders. Sometimes, it’s a code word for a sales...

Generational Differences Impact Sales

I really liked this post from Carew International on the generational differences and the impact on sales. It provides some interesting insight for sales leaders. The detailed Generational Differences Chart, provided at the Workflow Management Coalition website, is...

Discounting to Move Orders In

When you offer a discount to get the order in the current period, the result is that the order closes when the buyer completes the purchase process (often after the sales rep deadline ends ) but the discount stays. This is supported by many research reports, as well...