Sales Hacker

JANUARY 23, 2023

It’s more exciting to believe that the world doesn’t follow the principle of Occam’s razor. It’s more thrilling to come up with conspiracy theories for why cryptids exist than to admit that even with all our digital cameras and technologies, we still don’t have a Bigfoot selfie. That’s complexity bias at work.

Process 77

Process Cold Call Intrinsic Entertainment 77

Understanding the Sales Force

SEPTEMBER 8, 2014

Hubspot''s Sales Blog published this post with some professional follow-up email templates. But what about those who are intrinsically motivated - those who are motivated by satisfaction, fulfillment, praise and recognition. How do you get them to perform when they are interested in things that go beyond a commission check?

Drivers/motivators 101

Drivers/motivators Extrinsic Intrinsic Commission 101

Openview

FEBRUARY 5, 2018

If you expect them to stay late at the end of the quarter to catch up on quotas, you’d better stay with them. Don’t be that leader who claims credit for the record-breaking month only to throw half your team under the bus when the leads dry up. They’ll be intrinsically motivated to meet your expectations. Ongoing Education.

Extrinsic 72

Extrinsic Intrinsic Quota Drivers/motivators 72

SalesLoft

OCTOBER 30, 2018

OTE is total cash compensation, inclusive of base salary plus variable commission, paid at 100% quota attainment. If you do not have access to premium salary benchmark data, utilize GlassDoor to look up salary information. If SDRs are given accounts and contacts, pay them up to 100% of variable compensation on meetings held.

Quota 52

Quota Intrinsic Commission Drivers/motivators 52

SaaStr

FEBRUARY 8, 2019

Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. Does Bridget believe that you should pay sales rep commissions on services revenue? Should one pay the same or lower commissions on renewals? How does one structure commissions for the sales team with that in mind?

Commission 45

Commission Sales Construction Start-ups 45

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. So next up an early sales team. And how about you?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Hubspot

MARCH 25, 2016

Some days you just want to put your feet up, eat buffalo chicken nachos, and watch Netflix -- and not even good Netflix, but some crappy movie that you're only watching because you've given up on being productive and are complicit in filling your brain with dim-witted, mind-numbing entertainment. Commissions, bonuses, other incentives.

Drivers/motivators 78

Drivers/motivators Extrinsic Entertainment Sports 78