Peak Sales Recruiting

From time to time you will be in a salary negotiation with a sales candidate when they pull out a salary survey as evidence they are worth the compensation they are asking for. So how much weight do you place on salary surveys? The answer depends on a few factors: Was the survey conducted in [...]

The hunter vs. farmer categorization for sales roles is a crude way to segment the sales function, but it is often a useful distinction, particularly when it comes to comp plan strategy. While new business development roles and existing account management roles both share the goal of generating sales, the roles are fundamentally different and [...]

We recently responded to the following question on Linkedin: Sure seems like nobody wants to work for commission only anymore.. selling software … Anybody know why? Its a job. Great question and I agree with the other posters here – this is a rough economy and people know that in many companies, the sales aren’t [...]

Now that Q2 is over, and you are focused on the new quarter, you might be expecting more results from your sales effort. Assuming you have right people on your team, you may be looking at ways you can get each of your reps to sell more. The comp plan is one of your best [...]