Mistakes to Avoid When Expanding Your Sales Department


Crowded Territories. Staff misallocation may occur if the sales team grows too fast, that’s when you end up with crowded territories. To avoid that, before you decide to add headcount to a specific sales team, assess the territory’s potential, the pool of existing accounts and the current workload. Why hire someone to pitch in with Sales and then have them filling expense reports or tracking incentives instead?

7 Tips for Retaining Your Best Salesperson


Most salespeople are driven by financial incentives. Changing your compensation structure or rezoning your territories should only be done with extreme caution. Offer non-monetary incentives as well. If your budget is tight, consider offering other incentives such as bonus PTO, free gym memberships or public transit passes. Creating systems so you can find and groom new talent is a great way to reduce the cost of turnover and engender loyalty within your sales team.

Delivering On Your Sales Promises


Holistically, you need to look across the breadth of sales performance management to identify the areas that are working or not working (including talent acquisition, development, the sales process, territory and quota, and comp plan design and administration).

20 CRM Myths That Hinder Organizations from Achieving Sales Greatness

Accent Technologies

Incorporating CRM usage into SPIFs, contests and other incentives. Vendors are smart enough to value customer loyalty rather than trapping clients into unforeseen costs. The old-school mindset used to be, “This is my territory.

CRM 63

Sales Compensation: The Ultimate Guide

Hubspot Sales

You will probably see greater loyalty from your employees. They get the security of a steady income with the economic incentive to sell. Shifting product and/or distribution costs, rebates, and territory changes can make calculating this extremely hard.

Here’s What Every Business Should Know about Multi-Channel Sales Management

Cincom Smart Selling

This information will inform your decisions about future territory assignments. Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner. Serve your direct and partner sales organization with passion, honesty and dedication, and they will reward you with loyalty and revenue.