Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. A closer look at a sales training incentive program. Why is this a trending incentive initiative?

Incentives 295

Incentives Incentive Training Channels 295

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other.

Incentives 72

Incentives Incentive Commission Compensation 72

Sales Hacker

MARCH 22, 2021

Adapt a new mindset for sales recognition. One major question mark for sales leaders that stands out for 2021 is how they intend to orchestrate President’s Club incentives. As sales organizations think through creative solutions, they’re focused on the need to creatively recognize and incentivize employees.

Motivation 60

Motivation Webinar Metrics Strategy Incentives 60

Allbound

NOVEMBER 12, 2019

Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. To increase channel sales, it’s vital to keep your product top of mind with your partners. Even for the most channel-centric companies, partner conflict is inevitable.

Channels 52

Channels Face-to-face Collateral Software 52

Openview

MARCH 15, 2019

For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Part of the appeal of this approach is that it’s a very effective way to scale revenue without having to go through the expense and effort of scaling your direct sales team.

Channels 129

Channels Scale Hiring Lead Rank 129