by Eliot Burdett | Published on - July 23, 2010
The software as a service (SaaS) model continues to be popular in the tech sector, but many of the companies that adopt this model struggle to get their sales function working properly. On the surface, the differences between the traditional software model and SaaS appear to be small, so why does is it so hard
by Eliot Burdett | Published on - March 9, 2010
I ran across this great post What Really Motivates Sales People. The author, Jim Keenan, a sales exec who also writes the A Sales Guy blog, shares thoughts about the significance of money in motivating sales reps. He also shares comments from members of his LinkedIn group. The bottom line from his perspective is that
by Eliot Burdett | Published on - March 6, 2010
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
by Eliot Burdett | Published on - December 9, 2009
A few days ago I bought a new cellphone at a retail outlet and thought I would share the experience since it highlights how not to design a comp plan (no need to mention the company). The store rep was great, engaging me, asking questions, showing various different products and sharing facts and opinions on
by Eliot Burdett | Published on - July 8, 2009
One of the most challenging areas in a company’s incentive plans are sales compensation plans. We often get asked to provide input on comp plan strategy and it is actually part of Peak’s recruiting services. I ran across this article on article on compensation from our good friend Colleen Francis at Engage Selling (www.engageselling.com). She