Sales strategy consultant Michael Hanna shares the keys to designing and implementing a sales compensation plan that keeps your team focused and motivated.
How to Design a Sales Compensation Plan that’s Right for Your Team
Compensation plans are extremely powerful tools for influencing sales results — but only when done right. If done incorrectly, they can back-fire and even demotivate and distract your sales team.
In this webinar, OpenView’s Devon McDonald and CeCe Bazar are joined by sales strategy consultant Michael Hanna to tackle the frequently-asked question, “How do I design an effective compensation package for my sales team?”
Are you managing your SaaS company’s sales and marketing spending around a hard quarterly or annual budget? Then you might be limiting its potential growth, explains Intronis CEO Rick Faulk.
Typically, when a growing SaaS business budgets sales and marketing spending for a particular time period, it starts by setting a number it can afford and then decides how to distribute those funds amongst a mix of various channels, tactics, or strategies.
While that approach might adhere to the definition of smart fiscal management, the secret to growing a SaaS business isn’t to manage around a pre-determined marketing budget, says Intronis CEO Rick Faulk. It’s to keep spending on tactics that are delivering a healthy ROI equation — until you reach a point of diminishing returns.
In every corner of the animal kingdom, communities are critical to survival. They provide shelter, support, encouragement, and awareness — all things that generally improve the collective well being of the group.
In business, suggests Mackenzie Fogelson, founder and CEO of community and brand building company Mack Web Solutions, communities can provide many of the same benefits and give companies something they need to thrive in today’s online world: an engaged, passionate audience that truly cares about your brand.
When you’re a startup trying to establish product/market fit, you have a lot of questions. Go-to-market strategist Brian Gladstein shares five tips for better connecting with the one group who has all the answers: your customers.
I grew up in southern Connecticut, not far from a unique, family-owned, and somewhat legendary grocery store called Stew Leonard’s. As a kid, going there with my Mom was always a treat — there were singing animatronic cows and characters hanging from the ceiling. It was like an amusement park and supermarket rolled into one! Even as I kid I remember the sign that greeted everyone walking through the institution’s front doors:
Rule #1: The Customer is Always Right
Rule #2: If the Customer is Ever Wrong, Re-Read Rule #1
The path to scalability is littered with failed startups. GinzaMetrics CEO Ray Grieselhuber offers advice on making your company a success story, instead of a cautionary tale of early-stage promise unfulfilled.
Navigating the path from early stage to growth is a make-or-break moment for any startup. Ray Grieselhuber, co-founder and CEO of SEO and content marketing platform GinzaMetrics, recently sat down with OpenView to discuss the keys to that transition (listen to the full interview here), and how a major requirement is keeping your company out of what he calls the startup graveyard.
You have a killer office space, a flexible work schedule, and an innovative product. Recruiting and retaining the top engineering talent should be a piece of cake, right? Not if you’re sending up these three red flags they can’t ignore.
By the time they’ve built their first engineering teams, many expansion-stage software companies have pinpointed the perks and benefits for recruiting top-notch engineers to their business: A desk with dual, 27-inch monitors? Check. A futuristic chair? Check. An unlimited supply of organic and non-organic cheese puffs? Double check.
Hands up if your sales reps send “Just checking in…” emails to prospects. Are your prospects actually responding, or are they glossing over them out of sheer boredom?
Best practice dictates that your reps should be reaching out to prospects regularly. However, is that contact filled with content that engage, challenge, and educate buyers? Are the messages sent ultimately moving prospects through the buyer journey to a successful close?
Think SaaS buyers care about how or why your product works? Think again. As AtTask CTO Ted Hoy explains in this video, SaaS customers simply want a full-service solution that quickly — and easily — solves their biggest business problems. That’s why you should be hell-bent on building a scalable services organization.
When a homeowner goes out and buys a lawnmower, they typically have a very basic list of expectations for that product — it needs to start, work reliably, and perform the job it was designed to complete. When homeowners hire a lawn service, however, they have a very different list of expectations. Namely, they don’t care how or why that lawn service’s equipment works or how the lawn gets cut, they simply care that, when they get home, the job is done and their lawn looks great.