A Sales Leader’s Guide to OKRs
Setting ambitious goals is easy. Reaching them is 10X harder. When that goal is divided across multiple people, the track to success can get even…
Author: Kevin Raybon
A Sales Operations veteran and Chairman of the the Global Sales Operations Association.
New Underwriter – Alexander Group
PRESS RELEASE
Global Sales Operations Announces Alexander Group as a Founding Underwriter
Advice for the New Sales Ops Leader
Can you Identify? During the last two months, I have had the opportunity to speak with nearly 200 sales operations leaders from all over the…
Creating a sales compensation plan that wins over the c-suite
Creating a sales compensation plan is no easy task. When it comes to execs and sales compensation – specifically, winning budget approval from the c…
Six People to Invite to Your Incentive Compensation Planning Party
Incentive compensation planning failure happens largely because there are too many people involved. Here are the 6 people you need on your planning te…
The ABCs of Compensation Planning
Sales compensation plans must be strategic to motivate sales reps to perform well. Understand the basic foundation with the ABCs of sales compensation…
How to Develop a Sales Comp Plan (with templates)
Creating incentive compensation plans can be challenging. Learn how to build strong sales compensation plans with these easy-to-use compensation templ…
Bonus vs. Commission: What’s the difference?
Sales compensation drives behavior, but there are many ways to motivate reps. Discover the best plan for your company in our bonus vs. commission brea…
First Principles of Sales Ops
As the function of Sales Operations evolves within organizations, we are faced with several large challenges. How do we set priorities with all the competing…
What Makes a Learning Initiative World’Class?
Reflecting on the numerous client conversations I have had throughout my career, and the projects that have generated significant impact, I identified…
Sales Comp Trends
Sales compensation trends are dynamic and new ones arise each year. This year, there are seven that stand out, according to the 2019 Sales Compensatio…
Why Is it so Hard to Get Sales Incentive Plans Right?
Sometimes the root causes of all-too-common problems are deceptively simple.
Guide to Sales Forecasting
INTRODUCTION There are dozens of products on the market that use algorithms and machine learning to predict sales forecasts. So why isn’t one dominant? Why…