We all know that using Excel to calculate Incentive Compensation is a manual, often error riddled and clunky process, but the use cases for Excel are seemingly endless.  With a tendency to grow unmanageable and with too many examples of user input error, Excel was never the most reliable way of calculating incentives, tracking...

As many sales organizations evaluate the year that was and look ahead to the New Year, most, if not all, will be scrutinizing their current incentive compensation plan to improve performance and correct mistakes moving forward to the following year.  One aspect of this evaluation is to consider draw programs and their impact on...

Access a free copy of our newly released guide, "3 Steps: A Framework for Orchestrating Revenue with Better Sales Planning" to learn more. How is it that revenue teams are caught by surprise when they miss their revenue forecast, even though they still use the same tools and processes that they always have — and continue to hire...

As organizations transition away from traditional sales operations, Revenue Operations roles have become the fastest growing category on LinkedIn. Still, Rev Ops means different things at different companies and in different industries. Sometimes, Rev Ops even means different things within single companies!

Once upon a time, there was a highly successful business. Let’s call it Company Could Be You. Company Could Be You had grown way faster than expected for several consecutive years, and planned for bigger and better things in the year to come. So, it hired a bunch more salespeople. 

My last post explored “7 Key Factors of Effective Territory Design & Territory Management”—in addition to worst practices to avoid. This post shares the advantages and disadvantages of eight available territory design models.