What is a "Draw Against Commissions" in a Sales Rep Team? The sales industry is filled with terminology and processes that can be difficult to understand, especially for new sales reps. One such term is "draw against commission," a compensation structure used by many companies to pay their sales reps. In this blog post, we'll [...]
OTE Guide: What is The "On-Target Earnings" Sales Model? The "on-target earnings" (OTE) model is an increasingly popular sales model that has been adopted by many organizations. OTE is an attractive model for sales reps because it allows them to easily calculate their base salary based on achieving their designated quota. The OTE is calculated [...]
10 Sales Compensation Structure Examples and Why They Work The world of sales is transforming with the advent of modern technology. Previously, sales were all about volume. The more sales calls you could make, the higher your sales figures would be. The push for volume-heavy sales calls led to the stereotyped salesperson who used pushy [...]
How to Build a Salesperson Recognition Program (With Examples) We were curious to see if there is any way you can build a Salesperson Recognition Program that produces measurable and better results. It's easy to find lots of statistics and information that employee recognition — sometimes called social recognition — is responsible for driving "workplace [...]
8 Real World Examples of Companies Using Incentive Programs Incentive programs are a powerful way to keep your employees happy and motivated. When tuned properly, they can be a strong driving force for performance. Unfortunately, much of what is written about them online is based on hypotheticals, example situations, and unrealistic ideal conditions that aren't [...]
Rebate Programs: How They Work and The Pros & Cons You've likely heard of rebates before, but whether what you've heard is positive or negative is up in the air. Some people love rebates; others have had nothing but negative experiences claiming them and are inherently skeptical. Rebates can be a powerful incentive for encouraging [...]
If you've paid any attention to marketing or business over the last decade, you've probably heard the phrase "gamification" thrown around. These days, it has worked its way into nearly everything, including sales. Sales gamification refers to the practice of taking aspects of game design and applying them to the sales process. There are two [...]
How to Optimize Your Sales Commission Rates by Industry The last few years have seen a nearly unprecedented shift in the labor markets. The "Great Resignation," a push for unionization and stronger labor rights protections, and other factors have led to many formerly-solvent companies struggling to retain employees. One of the more challenging areas is [...]
SPIFF Incentives: What Are They and How Can You Use Them? Businesses rely on sales to survive; it's just how commerce works. To make sales, you need a sales team. A good sales team is motivated and incentivized to make as many sales as possible, with as much lasting loyalty and support as possible. As [...]
6 Ways to Incentivize Your Sales Team Running a business can be a real challenge, regardless of what industry you’re in. Whether you’re a startup, an established small business, or a Fortune 500 company, keeping things on track is never easy. Between production, R&D, human resources, marketing, design, accounting, and all of your other departments, [...]
