August 2017

For years, B2B sales teams have relied on sales playbooks to standardize processes and help reps take the right actions to close deals. These playbooks are the golden standard for the way your company approaches selling, but here’s the big question: how effective are they long-term? We’re going to go out on a limb here and say that if you’re still using traditional sales playbooks, you’ve...

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Getting the Commission and Incentives Program Just Right Let’s face it, most sales compensation and incentive programs are stuck in the dark ages. They certainly reward the winners, but do very little to help B and C-players develop into A-players. Most programs take a sink or swim approach. “When you close, we pay.” “Sell this shiny new widget we just released, and we’ll give you a...

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