Peak Sales Recruiting

We often help companies formulate sales compensation plans that produce results. One of the biggest questions from managers is where to start in creating effective compensation plans for salespeople.   Pay them too little and they will leave. Pay them too much and they’ll get lazy.  Straight commission is good, no wait, straight commission is bad.   [...]

A while back we wrote the tongue in cheek article entitled “19 Simple Ways to Make Your Best Reps Leave” and now with the battle for sales talent more fierce than ever, we are following up with some advice that you can immediately use to keep your best reps happy and producing for you.   [...]

This year, most sales leaders are bullish about sales and rather than pushing their reps to get out and find leads, they are looking at a stronger pipeline and working with reps to make sure key deals convert.

One of the most challenging areas in a company’s incentive plans are sales comp plans. We often get asked to provide input on comp plan strategy. I ran across this article on article on compensation from our good friend Colleen Francis at Engage Selling (www.engageselling.com). She offers a true or false quiz to evaluate your [...]

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 [...]

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.