Partners in Excellence

JUNE 17, 2022

In fact, we should revel when our people are into their overattainment accelerators–because it means they are blowing past their quotas and over achieving. We want to manage spend, we want to minimize risk. But we tend to look at comp planning in a different way, separating it from goal attainment.

Revelation 71

Revelation Quota Commission Incentive 71

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. They pulled opportunities from the following quarter into the current quarter–some of that involved offering big incentives. It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 140

Forecasting Revelation Incentive Incentives 140

Igniting Sales Transformation

DECEMBER 1, 2019

The surprising thing is that this is NOT a new revelation. After the SKO we want our sales reps to demonstrate competency in the 3 key traits of a trusted advisor. The activity KPI’s we set today, which incent the wrong behavior? It must be the right interaction that happens at the right time and in the right way.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. They pulled opportunities from the following quarter into the current quarter–some of that involved offering big incentives. It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 71

Forecasting Revelation Incentive Incentives 71

Partners in Excellence

AUGUST 7, 2015

All sales professionals revel in doing deals. But as managers, as great as that feeling is, if we are spending the majority of our time doing deals, then we aren’t doing our jobs. We do this by managing for performance, by putting in place the right metrics and incentives.

Revelation 48

Revelation Maximizer Consumer Account 48

Sales Hacker

OCTOBER 13, 2020

And most of our data now as a software company it’s because that’s my background, but you as a sales professional can go to RepVue and view detailed analytics about sales organizations related to compensation data. What do reps like in terms of culture, product, incentive comp structure?

Data 98

Data Revenue Hiring How To 98