If you’re looking to maximize sales productivity and the value that your sales team brings to customers, it may be time to review and enhance your sales territory plan.

Having dashboards doesn’t improve performance. You have to look at the dashboards and begin to understand the data.

Today’s market dynamics are significantly affecting jobs focused on driving revenue growth, resulting in the need to update sales compensation plans.

The COVID-19 pandemic has disrupted how technology companies do business and for most their business outlook.

The current economic crisis has media sales leaders in a whirlwind–why, when and how should we provide quota relief and guarantees? How can we help our sellers stay focused and...

Forrester has just released its updated forecasts for the US tech market in 2020, factoring in the impacts of COVID-19 and the efforts to contain its spread

The outlook for tech markets remains uncertain, with a wide range of scenarios. We at Forrester continue to operate with three scenarios for tech market growth in the pandemic

Refreshing your account segmentation approach is required to identify pockets of opportunity within your prospect pool and current customer base in the current COVID-19 environment. Updated segmentation will also help...

COVID-19 is increasing the pressure on revenue leaders to deliver liquidity to their organizations, and thus renewing the focus on deal optimization. Companies must rise to meet this challenge. Companies...

Tableau and Salesforce have launched a free resource page with data and visualizations on the novel coronavirus and the public health response.

Alexander Group’s COVID-19 Sales Comp/Quota Survey. Conducted during the week of March 23, 2020, the survey had responses from 203 sales departments representing 340,000 sellers in the US. Sales leaders...

The COVID-19 crisis is compelling sales leadership “to act” and to defend the variable pay of their sellers. The extent of this protective action depends on the expected length and...

Should salespeople’s pay take an incentive pay “hit” because of economic dislocation by COVID-19?

I’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing about them!

I read a discussion between some wickedly smart people. One person took a position that one could not be a “Trusted Advisor,” and be on commission. He later extended the...

Just released, The 2020 Sales Compensation Trends Survey provides insights into sales compensation planning for 2020.

Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align resources and activities with the customers that represent the most...

We focus entirely too much on pricing. We leave far too much money on the table because we fail to establish business value and tie our pricing to the business...

Pricing and discounting are different. We need to understand this.

So what concerns me is how you made your number....