Stay close to your customers and do right by your sales reps

Gender neutrality is trickier than expected

Three ways to improve equality, parity and a level playing field.

Award-winning comedian and The Daily Show host Trevor Noah released The Daily Social Distancing Show on YouTube March 15. The intent was to promote the idea of staying home (before...

In times of unprecedented crisis, like the one we are living in, there are opportunities for true leaders to rise to the occasion.

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...

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...

Role clarity is important. People need to understand their jobs/roles–not just the activities they do, and their metrics/comp plan.

I sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably, during the discussion, one manager has the courage to say...

It’s that time of year. Many senior sales execs are starting their planning for next fiscal year. Inevitably, the commission plan becomes part of the discussion. “Dave, if only we...

It may be that time of year. or maybe I’m just more aware of it, but it seems that too many sales managers are focused on killing the sales organization....

Reflecting on the numerous client conversations I have had throughout my career, and the projects that have generated significant impact, I identified five specific differentiators that made some learning initiatives...

9 Steps for Rolling out Sales Compensation Plans

Sales compensation trends are dynamic and new ones arise each year. This year, there are seven that stand out, according to the 2019 Sales Compensation Trends Survey, which had input...

Keep Your Sales Reps Honest with Specific Performance Standards

Sometimes the root causes of all-too-common problems are deceptively simple.