Salesopedia Interview-Chief Revenue Officer
Welcome back from a long holiday weekend. We are into the home stretch for the remainder of this year and incentive plans are the hot topic amongst my clients. That fact was the driving force behind my recent Salesopedia article – Incenting the Incentive Plan.
I recently completed a podcast interview with Clayton Shold from Salesopedia [...]
Incenting the Incentive Plan
It is that time of year where CRO’s are developing sales quotas and incentive plans for next year. I have an article up on Salesopedia.com that you can read as you prepare your 2010 plans.
Follow this link to read the article.
If you don’t have time to read the entire thing, here is one critical point [...]
Ineffective Sales Plans
Probably the most common mistake I see companies make is developing a performance-based incentive plan where they pay the same commission for both new account business and ongoing business with established accounts.
New account business is ALWAYS worth more than ongoing business with existing accounts because:
it’s more difficult business to obtain than continuing business with already [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
