A Better Approach to Incentivizing Sales Behaviors
Giles House of CallidusCloud on Using Data and Technology to Design and Execute More Effective Incentive Plans
As we're all acutely aware, motivating the right behaviors across a diverse sales force is no easy task. It's an ongoing challenge for everyone involved---from sales management to the sales reps themselves. Of course, we rely heavily on our incentive plans to do much of the heavy lifting. But it's no panacea---because getting those incentives right has its own unique set of challenges. In this expert interview with Giles House of CallidusCloud, we discuss how companies are moving beyond simply managing their incentive plans more efficiently and are now seeking to use their data to design compensation plans that are significantly more effective.
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
Identifying Three Types of Customer Defection
In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.View This Guide
Tales from the Trenches in Sales Ops
Driving sales effectiveness and efficiency at-scale can be messy. In this on-demand webinar, glean insights from seven cautionary case studies so you don't repeat the same mistakes and miscalculations.View This Webinar
Moving the "Meaty Middle"
The primary focus for Sales Ops should be on improving the performance of the middle-of-the-road salespeople who comprise the majority of the team. In this on-demand webinar, learn why it's so important and how to make it happen.View This Webinar
Driving Strategic Decisions with Sales Analytics
In this guide, you'll learn how to look at sales performance in a different way, use sales analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.View This Guide
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges