Displaying posts categorized under

Compensation

Win, Lose, or Draw

By on October 29th, 2008 in Compensation, Sales Management, Sales Strategy
2 comments

I’ve gotten into two lengthy discussions recently about draw as a sales compensation component.  Specifically, since I work with start-ups, the questions were around whether or not you should offer up a draw or not as part of the compensation package.

I have some very strong opinions about draw, and I want to start by going over the basics.  Draw is compensation offered to a new salesperson coming on board.  There is a “draw period” which is the time over which the draw is paid.  (typically 3 to 6 months).  There are two types of draw:

Win, Lose, or Draw full post

(1036 words, estimated 4:09 mins reading time)

Sales of a FREE product mirrors challenges of marketing

By on June 8th, 2008 in Compensation, Sales Management
3 comments

I plan to write extensively about the challenges that I have had in developing and managing a sales compensation plan on a free enterprise product. 

As a matter of introduction, I was talking with one of the other managers of my company on Friday, and while we were talking we came to one giant realization about sales compensation/motivation on a free enterprise product.  That realization is that enterprise sales becomes similar to a marketing challenge.  In marketing, you never know ahead of time what the right places are to spend your money.  Yes, you do market research, and you think hard about where to advertise, where to promote, etc.  But, ultimately, many of the places you promote your product are not right, and some exceed expectations.

Sales of a FREE product mirrors challenges of marketing full post

(465 words, estimated 1:52 mins reading time)

Sales Teams have NO room for prima donnas

By on May 11th, 2008 in Compensation, Sales Strategy
No comments yet

So far in my latest gig, I am happy to say that I have not heard my sales people ever complain about grunt work that had to be done in order to get the sale; however, I can tell you that in my career I’ve seen it a lot.

Sales Teams have NO room for prima donnas full post

(567 words, estimated 2:16 mins reading time)

Why I’m happy about my tax bill

By on May 11th, 2008 in Compensation, Random Thought
1 comment

Let me say that I am one of those people who HATES taxes.. and really cannot understand any reason why we cannot stop spending tax money on moronic things, reduce the size of our government, and lower our taxes – but this blog is NOT about my political views, its about my rumblings on sales and sales management.

So, then why am I happy about my tax bill and what does it have to do with sales.

Why I’m happy about my tax bill full post

(465 words, estimated 1:52 mins reading time)

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