Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot.  Finding the sweet spot for an incentive is like how Mama Bear’s porridge was juuust right.
ONLINE BONUS ARTICLE:  Calculating the ‘Just Right’ Value for Incentives

Think back to your childhood. Can you recall a time when you got lost? Maybe it was at the mall, a supermarket or museum. Maybe it was just for a few moments. Do you recall the sinking feeling in your gut? Were you anxious, frightened or downright terrified? And do you remember the joy that came when you were reunited with your mom or dad?

Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there.

C-level pitches are nerve rattling and require a different approach, preparation and mindset. But, they are also crucial for long-term sales success and for bigger, more lucrative deals. Here are some key insights for selling to C-level executives.

If you’re a salesperson, you know exactly what the “Amazon Effect” is – and how it feels when a competitor sweeps in and steals your business. To counter this macro change in buyer behavior, companies that rely on B2B sales are re-engineering their revenue supply chain. As with any supply chain, the trick to optimizing it is finding the constraints and removing them

Team meetings provide great bonding moments, and I have enjoyed business travel with colleagues in Chicago, Miami, Las Vegas and New York. I have not been able to make recent events in San Antonio, Nashville and New Orleans, and that’s disappointing. These so-called second-tier cities offer unique experiences...

Sales leaders admit that accurate and efficient sales forecasting is fundamental to making good business decisions. Here are four ways to get your company on-track to successful forecasting.