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Recent Posts
- Deriving Historic Pipeline Data Without Snapshots: A Novel Approach
- Modeling Commission Calculations in Excel
- Ever Wonder Why the Capitalization of Your Acronyms is Wrong in Your Database? (and how to fix them… )
- Confused About Funnel Conversion Rates?
- New and Improved Capacity Planning Model
- Size Matters for the Top Sales Leader’s Comp
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Archives
Tag Archives: sales commissions
Sales Incentives: the Puzzle of Motivation
This 9 minute video by Dan Pink, author of DRiVE, is a humorous and enlightening white board presentation on how the same incentives can be either effective or ineffective depending on the circumstances. I know a number of sales managers … Continue reading
Software Sales Compensation Design
At least once every year we all need to create/review our incentive compensation strategy. It’s all too easy to assume last year’s plan will work again in the coming year and, even if it did work, there is evidence that some … Continue reading