Posts by Rowan Tonkin

5 truths of sales compensation

As the vice president of the Alexander Group, a revenue growth consulting firm that designs more than 100 major sales compensation projects a year, and best-selling author, David Cichelli knows firsthand how essential it is for sales leaders to truly understand how sales compensation plans work—especially since about one-third of companies are unhappy with their… read more →

Facilitating cohort analysis in a subscription economy

The subscription-based business model is far from new; newspaper and magazine publishers have been using it for decades. But the subscription economy is spreading to other industries fast, and it’s not just software businesses and entertainment channels that are driving its growth. For example, during the 2017 Major League Baseball season, the St. Louis Cardinals… read more →

Sales operations: Finding ways to work smarter

In a recent webinar, Dana Therrien, Service Director for Sales Operations Strategies at SiriusDecisions, shared a fresh way to look at the tactical and strategic accountabilities of modern sales operations and how to use that knowledge to create a strategy for optimizing resource allocation. Read the recap below, or watch the on-demand recording.Rethinking sales operationsSales… read more →

3 tips for launching your B2B sales analytics program

Companies today are using B2B sales analytics in new and valuable ways. As a strategic consultant to many B2B businesses worldwide, Periscope by McKinsey has seen firsthand how new analytics tools, strategies, and best practices help such businesses achieve and advance their sales revenue goals. By looking at the experiences of others, organizations just beginning… read more →

Intuitive Surgical simplifies complex sales compensation management using the Anaplan platform

Companies today struggle to establish and maintain effective sales compensation programs. One survey by the Alexander Group found that only 20 percent of companies have complete alignment between sales compensation and company objectives. So when a company manages sales compensation well, people sit up and listen. Intuitive Surgical, a U.S. manufacturer of robotic surgical systems… read more →

Marketing attribution explained in 2017

In our recent Marketing Monday video series, we covered a topic that is challenging modern marketers, which is marketing attribution. In this blog, I’ll provide guidance on what attribution is, why it’s important, and where you can get started.What is marketing attribution?Marketing attribution is the process measurement of the value of each touchpoint in a… read more →

5 strategies of highly successful sales organizations

Achieving a strong sales edge is anchored in five key areas, according to a new report by McKinsey & Company. Here´s an overview of the five things fast-growing companies prioritize to outpace the competition: 1. Focus on the future and commit to opportunities. Find the challenges and growth opportunities in the macro environment, then determine—and… read more →