Matching Your Sales Commission Structure to Your Corporate Goals

February 10, 2016 Sales Strategy 0 Comments

Matching Your Sales Commission Structure Your Corporate Goals

To drive sales results a key consideration is how your commission plan aligns with both your sales and corporate goals – too many organizations have a disconnect between the two. I remember there was one company I worked four years ago, that when I was too successful selling, told me I was making too much money in commission and they would need to cut my commission rate by 50%. The message that was sent to me was, the better you perform, the less you will make. How motivating does that sounds for a salesperson? Obviously not really motivating at all given the goal was to grow revenues and add new accounts on in the country I was selling in.

There are a number of things to consider when putting together a sales commission plan that motivates your salesperson and is aligned with your corporate goals. These include:

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15 Sales & Marketing Blogs to Follow

sales and marketing blogs

The sales and marketing industry and trends are constantly evolving, especially today when customer behaviour is always changing due to technology. One way to stay informed is by reading or subscribing to blogs and news sites and regularly skimming the headlines, even if you don’t fully read all the articles.

Here are 15 sales and marketing blogs to help you stay up-to-date on sales trends, marketing and social media.
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4 Lessons on Client Communication from InboundTO

February 4, 2016 Events 0 Comments

client communication

I recently had the opportunity to attend my first InboundTO meet-up hosted by the team at Powered by Search. The theme for this month’s meet-up was The Essentials of Client Communication. Here at VA Partners, we work with a wide range of clients so I found this topic to be especially interesting.

The event was split into two main topics, and were discussed through a variety of mediums including presentations, workshops and small group discussions. The first was about tools for internal and client communication, including Slack and Teamwork. The second, and the one I want to elaborate on in this post, was on how to build and maintain a positive and trusting relationship with clients through communications.

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The Experts: Biggest Challenge for Sales Professionals

challenge for sales professionalsNavigating the terrain of the sales process can be challenging. From getting leads, qualifying, proposals to closing, the sales process can come with a few twists and turns. This is especially turn now because of the need to adapt to new ways to hire sales professionals, the integration of social media, more robust CRMs. In addition, audiences now don’t always make purchases in the same way.

To get a better understanding of what sales professionals face, we reached out to local leaders and clients and asked: What are your biggest sales challenges (and how do you overcome them)?

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Sales for the Non-Sales Founder

February 2, 2016 Sales Tactics 0 Comments

Sales for the Non-Sales Founder

I talk to many entrepreneurs and cofounders on a monthly basis. For many of these leaders B2B sales is not something they have done or really want to do. They feel more comfortable with operations, fund raising, finance, or product development than sales. There was a recent Entrepreneur article entitled, 5 Reasons Entrepreneurs Must Be Salespeople More Than Visionaries. This article does a good job of positioning why a startup leaders should also be a sales leader. You will find that you may need to do a few unnatural things when you start selling.

This blog post will help the non-sales founder feel more comfortable and be more successful in sales.

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