Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. The introduction of automation and machine learning to the sales process is already changing ...

Few things are more motivating for quality salespeople than giving qualified reps a seat at the decision-making table. Especially when they’ve only been exposed to the “coin-operated” salesperson ...

SCOTTSDALE, Ariz.--(BUSINESS WIRE)--Results are in from the Alexander Group’s 2018 Sales Compensation Hot Topics Survey, which featured responses from more than 105 sales departments. One of the key ...

Last month, I ran into Chris at the Salesforce Dreamforce event. Dreamforce may be the most gonzo, biggest sales technology event on the planet. It’s a small wonder we even connected there given the ...

The purpose of any sales compensation plan is to motivate the sales force so they put in their best effort to sell the company's products. A poorly structured compensation plan rewards behaviors that ...

SCOTTSDALE, Ariz.--(BUSINESS WIRE)--Alexander Group is pleased to introduce the Sales Compensation Resource Center. This comprehensive resource located on the Alexander Group’s website features ...

Unless you happen to have a crystal ball handy, gleaning insight from your company’s post-sales data, which comes from a variety of sources, can be challenging. Xactly, a sales performance management ...

Right now, a lot of business owners are struggling to find and keep good talent, and if you are in the market for a new salesperson, you may be looking for a way to stand out from the competition. One ...

Creating a sales compensation plan to incentivize traditional security sales professionals accustomed to selling “large systems” to convert to a Recurring Monthly Revenue (RMR) model can feel like ...

The U.S. Bureau of Labor Statistics (BLS) indicates that auto dealers are creating more stable compensation plans to retain their salespeople. Some dealers, for example, are offering salespeople ...