Most compensation plans pay sales reps on a version of committed sales like bookings, revenue recognition or contract revenue. This was the best measure because the sales process consisted of shorter ...

One of the biggest management challenges for a growing business is compensating salespeople effectively. You know you need an incentive compensation plan that encourages your sales force to land new ...

The purpose of any sales compensation plan is to motivate the sales force so they put in their best effort to sell the company's products. A poorly structured compensation plan rewards behaviors that ...

When Aldo Zucaro wanted to boost his company’s revenue, he turned to a division that had become entrenched in its ways: the sales team. Zucaro, senior director of commercial strategy at contact-lens ...

Creating a sales compensation plan to incentivize traditional security sales professionals accustomed to selling “large systems” to convert to a Recurring Monthly Revenue (RMR) model can feel like ...

"We make it on volume" is not the way to go: Growth in sales is important, but profit needs to result. The compensation of the sales team must be based on volume and your profit margin—our readers all ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The introduction of automation and machine learning to the sales process is already changing ...

Last month, I ran into Chris at the Salesforce Dreamforce event. Dreamforce may be the most gonzo, biggest sales technology event on the planet. It’s a small wonder we even connected there given the ...

Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales ...

Sales management refers to the administration of the personal selling a company’s product line(s). It includes the planning, implementation, and control of sales programs, as well as recruiting, ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works will help you maintain a consistent approach to turning leads into customers.