THE PEAK BLOG

All the latest insights on sales and sales hiring

Sales Compensation

Account executives can easily be considered the foundational layer of a corporation’s entire sales operation. Responsible for driving sales, managing customer relationships and maintaining knowledge of company products and services, account executives often serve as the face of the company and drive much of the company’s top line revenues. In addition to retaining updated information

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Your sales team compensation plan has a significant impact on attracting top performing salespeople and maximizing their performance. Creating the ultimate sales compensation plan can mean the difference between building a sales team that makes the number, or one that misses it by a mile. That’s why at Peak, we conducted a comprehensive study to

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Rather not negotiate your salary? Consider the data: it demonstrates that failing to negotiate your salary means you will have to work eight years longer to make the same amount as your counterparts who do negotiate. It also costs on average a half a million dollars in earnings by the age of 60. So while

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VP Sales Salaries by Industry

The most important person on a sales team is arguably the VP Sales. Why? As a business manager, customer manager and people manager, they are responsible for all of the key drivers of profitable revenue growth. As ZS Associates correctly states, a great VP Sales is “the force behind the sales force.” But with this

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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 5 basic things to know when developing and managing a sales compensation plan: 1. Attainability First, assess the effort and risk associated with delivering the sales you need from

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2015 Sales Compensation Trends

In January, the World Bank announced cautionary good news. The organization’s Global Economic Prospects Report (GEP) predicted growth for developing countries, soft oil prices, a stronger U.S. economy, and the continuation of low interest rates globally. As experts continue to talk about economic recovery, this positive outlook for the global economy is reflected in corporate

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If you want to hire a great sales person on a full commission sales compensation plan or with a very low base, here’s the short answer on how you can: You can’t. We get literally hundreds of requests from companies each year that want to hire sales reps on full commission.  The requests often sound something

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Company leaders and business owners are often worried about overpaying sales reps. This is  especially true for the CEO’s who didn’t ascend to their leadership position through the sales ranks and who are not overly sensitive to how sales compensation is earned. The concern is legitimate if one were to look simply at the outgoing commission cheques

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Great salespeople are comfortable dealing with money matters, but negotiating compensation is also a very personal matter, and since egos are involved it can be an emotional experience. After having spent many years hiring and recruiting salespeople and negotiating sales compensation plans, I offer these tips to help you land the sales person that will contribute

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25 years of selling, managing sales teams and building high performance sales forces has taught me many lessons, not the least of which is that sales compensation plans have an enormous impact on attracting the right sales people and maximizing their performance. Yet many organizations make key mistakes in the design and management of sales

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Spiffs represent a method of incentivizing certain kinds of sales rep behaviors and outcomes. Also known as a Sales Performance Incentive Fund, the Spiff is a concept dating back to as early as the mid 1800s and used by manufacturers as sort of kickback program to retailers that sell higher volumes of certain product lines.

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