Sales Compensation Software: 2 Qualifying Questions

Sales-Compensation-SoftwareThis question was posed as a follow-up to a previous article on enterprise sales compensation and discussion in the LinkedIn Sales Operations Group.

One of the first AppExchange add-ons to Salesforce.com most of us consider is automating the labor intensive, error prone sales compensation process. But, like most IT projects, automating a bad compensation system just moves you further from your goal and trades one problem for another.Continue Reading

Biggest Challenge in Sales Operations is still…

Lead Management | Sales OperationsIn a short interview this week, I was asked about major challenges and sales initiatives for sales operations. You can read the interview with Glider’s Elaina Ransford here.

The biggest challenge (and opportunity) has not changed much in 5 years. We’re still adjusting to the massive shift in how we Continue Reading

3 Metrics to Restore Confidence in Your Compensation Structure

How to Handle Challenges to the Sales Compensation PlanIn this morning’s e-Staff meeting, your CEO implies the sales compensation plan is over-paying. If there is no rebuttal, an offhand remark becomes an issue. Some executives are naturally inclined to accept anecdotal comments as fact and if your VP of Sales has no data to support, deny or confirm – the fire drill of the day is backpedaling out of the conference room and headed your way.Continue Reading

Sales MBOs – Never Mistake Activity for Achievement

Sales MBOsA Director or Sales Operations has better than a 50/50 chance that she will write and evaluate her own MBO this quarter. Sales VPs are notoriously bad at administering MBOs. It is a fire drill early in the quarter, forgotten for a few weeks and an administrative headache on the back end.

The argument in favor of MBOs for sales people begins like this:Continue Reading

10 Summer Projects to Stay Ahead of the Power Curve

Sales Operations | Summer ProjectsThe dog days of summer bring both challenges and opportunities for the sales organization. Whether you are at the start or midway point of the fiscal year, July and August are a good time to assess the current situation and take advantage of the slower pace to set your company up for autumn success.

Summer vacations ensure that for the next 6 weeks, you won’t be able to assemble your full sales staff. Likewise, sales opportunities progress slowly because prospects face the same problem with approvals and decision-makers. Instead of accepting excuses for what can’t be done, be creative and find a way to get an edge. Continue Reading

+Neal Murphy +ESO