We are a channel partner of several Cloud CRM/ERP companies and are looking to restructure our compensation plan for an incoming sales team. have seen a lot of recommendations on sales commissions for Software and more recent ones on SaaS subscriptions, but we need to figure out what is the proper commission for one-time implemenations. MORE >>

King&# Approach to Term Sheet Negotiations → Why Don’t Universities Teach Sales? Why, in business alone, you can get a masters or PhD in marketing (sales’ evil cousin), finance, human resources and entrepreneurship (which isn’t even a business function, but rather a business practice).  A “Rich-vs.-King&# MORE >>

This is part of my ongoing  Sales & Marketing Series. In the first part of this post I talked about how  sales in a startup is often evangelical , requires as consultative sale and needs constant adjustments based on customer feedback. We had 4 or 5 sales reps that had been around since the early days. MORE >>

Make these easy tweaks to your sales process to create a huge increase in sales revenue. The more opportunities you've got, the more likely you are to make a sale, right? If you can't give each prospect the attention they deserve, you'll lose sales you otherwise might make. Want to sell more? Wrong! Enjoyed this article? MORE >>

Alternate Sales Channel contracts are relatively simple in concept, yet complex in execution and long term survivability. Here’s why : Most companies already have a Direct sales team. Those are hard costs that finance knows down to each sales person that they are paying a salary. Give everyone the opportunity to make the sale.  MORE >>