Author: Dennis Dresser

business strategy

[Webinar recap] Building a smarter sales plan

According to a recent Aberdeen report on sales performance effectiveness, only 55 percent of average and 15 percent of laggard companies reported hitting their targets. When compared to 84 percent of the best-in-class companies that met quota, there is clearly

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quota allocation

Five reasons your best sales people are leaving

In the realm of enterprise sales organizations, the only thing more catastrophic than missing your numbers is watching your top contributors walk out the door. Not only have you missed the mark for the quarter, you’ll have to make up

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align with business goals

8 best practices for paying the sales team

It is said that an individual salesperson supports the jobs of 27 other employees through their hard work and endeavors to secure business. That alone is a reason enough for them to warrant their alleged huge pay packets, right? The myth persists

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best practices

3 Best Practices for Managing Sales Reps Across Territories

Some of the world’s top organizations have become successful due to their expansion into international markets; opening offices on every continent and hiring the best local experts to represent their growing brand. With globalization effectively shrinking the planet, it’s essential

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