Author: Dennis Dresser
Business Planning
[Webinar Recap] How your enterprise sales plan can make or break your sales productivity
For many B2B organizations, the planning process is one that is very siloed between product, marketing, and sales. This siloed model is what can lead to delays in territory design and what often prohibits sales reps from attaining their quotas
December 3, 2014
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
November 20, 2014
compensation objectives
Four signs your compensation plans aren’t living up to their potential
This year more than 90 percent of companies will make changes to sales compensation plans.1 While disruptive, these changes are required to ensure alignment with strategic objectives. But are they effective? Do these changes result in more accurate compensation plans?
November 11, 2014
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
October 23, 2014
conversion
Hit your targets every time: Make your sales KPIs work for you
Declining sales productivity meets increasingly aggressive sales targets. Sounds like your everyday walk-in-the-park, doesn’t it? If you’re thinking about going public, or aiming to blow your targets out of the water, there are specific sales key performance indicators (KPIs) that
October 14, 2014
account executive
Don’t get left behind: A sales legacy is yours to create
Resilient, tenacious, extremely confident, and never taking “no” for an answer. Sales people are a unique breed of their own. As a sales leader, there’s nothing better than watching my team come together to achieve a shared objective. Whether it’s
October 1, 2014
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
August 5, 2014
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
July 9, 2014