Category: sales-comp

Technology shifting focus to inside sales

The role of the salesman is changing. New technology, shifts in consumer behavior and increasing competition have led to the creation of large inside sales forces. A study conducted by the Massachusetts Institute of Technology and SungKyunKwan University…

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The difference between getting bigger and better

Efficiency and productivity are two metrics by which most sales departments measure their success. However, it's important to keep these in perspective to scalability, especially with companies experiencing massive growth. Companies need to be able to…

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Writing a sales compensation plan

So much attention is paid to the talent of salespeople - those who shine receive continuous praise, and when entire sales teams are successful, the company acknowledges these individuals. However, behind every all-star salesperson, there is at least one…

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