High Performing Salespeople What separates high performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%? Recent research carried out by Harvard Business Review involving nearly 800 salespeople and sales leaders to better answer this question. The research provides interesting insights about the attributes of high-performing top salespeople compared …
Sales incentive plans Most organisations link some portion of salespeople’s salary to sales incentive plans. For example, they pay a commission on the revenues or a bonus for achieving a territory sales quota. This proven “pay for performance” approach motivates salespeople to work hard and drive sales results. But today, companies increasingly expect salespeople to …
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