Partners in Excellence

JANUARY 27, 2015

I’ve been at the periphery of a number of discussions about commissions and sales. Usually there’s one camp evangelizing the evils of commission (There’s one CEO making a lot of noise on this issue in LinkedIn, though I suspect he has not given up his own executive bonus/incentive compensation plan.).

Commission 94

Commission Customers Drivers/motivators Sales 94

Partners in Excellence

SEPTEMBER 19, 2017

This one was posed by an individual pretending to want to become a “trusted advisor” to his customers. He posed a scenario, “I can propose A to my customer and this is my commission. If I propose B to my customer, my commission is more. Great sales people always play the long game.

Commission 61

Commission Trust Gaming Conversion 61

Partners in Excellence

MAY 11, 2016

I’m amazed by the number of calls I for advice on compensation and commission planning. The conversation usually goes something like: “I can’t get my sales people to sell this product line, I want to adjust their compensation plan to get them to sell more of that product line,” or.

Commission 49

Commission Up-sell Sell Start-ups 49

Partners in Excellence

MAY 13, 2016

This morning I get a call, it’s the CEO and VP of Sales on a conference phone. Apparently, they had read my recent article: We’ll Fix Performance Problems In The Commission Plan. It turns out, their people were on a 100% commission plan. They had a problem. If they sell nothing, they don’t get paid!

Commission 48

Commission Closing Sell Sales 48

Sales Hacker

NOVEMBER 10, 2020

Subscribe to the Sales Hacker Podcast. Figuring out customer centricity [18:55]. If RFPs are slowing down your sales team, you need to check out Loopio. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:02]. Who is AJ Bruno and what is Trendkite? [2:00]. The acquisition process [21:55].

Growth 74

Growth Finance Start-ups Drivers/motivators 74