Peak Sales Recruiting

We often receive questions about the merits of various comp plan elements and alternatives. Recently received a question about the frequency of bonuses. The right mix of incentives and structure depends on what you are trying to achieve. While commissions are typically tied to closed sales, while bonuses are often linked to other sales events [...]

You need to hire sales people and you like the fact that these days more candidates are applying for your jobs, but the ones you want are the ones that are still employed elsewhere and they may not be inclined to move. In fact, sales candidates are generally reluctant to move in this economy – [...]

In turbulent times, we are going to see higher turnover and layoffs – even in sales. A big issue for departing sales employees is entitlements to commissions. We often see contracts that poorly define the conditions related to treatment of commissions after an employee departs (typically referred to as “trailing commissions”). For example, when someone’s [...]

Just posted a link to Phone Works Q4 market survey on inside sales performance and stats in our Tech Sales Hiring blog (See Inside Sales Compensation @ Tech Sales Hiring). Some good insights on sales team structure, compensation and performance.

Phone Works released a report covering stats and trends in inside sales performance and compensation. See the full report entitled Phone Works Inside Sales Compensation Report – Q4 2008 Thanks to Build a Sales Machine Blog for the heads up.

I like Tom’s post at the Total Sales Manager on what the sales manager wants to hear from sales candidates or stated another way, what you should here from strong candidates (What A Sales Manager Would Like To Hear From A Sales Candidate). Tom’s article lists a strategy for forcing sales job applicants to ask [...]

Social networks are getting so much attention these days, that CRM vendors are building features that support communities and information sharing. Oracle and Salesforce are leading the charge. Makes sense? Sales people are amongst the most social groups in many companies. But the adoption seems to be lagging and ITBusinessEdge noted, that “competitive salespeople — [...]

If you lead a sales team, here are some proven and simple ways you can make your top performing sales reps leave (Note …I am not quite sure why anyone would want their top reps to leave, but I have seen all of these things first hand, so I thought I would compile a list [...]

We are often asked about how to structure competitive sales compensation plans and how to tailor incentive programs to generate the right sales results. Here are a few basic things to consider: 1. First assess the effort and risk associated with delivering the sales you need from the sales person/position. The higher the effort and risk, [...]