The 2024 Benchmark Report is our latest dive into metrics and compensation for the AE role within SaaS companies. It summarizes the findings from leaders at more than 170 B2B...
Today we launch our 2023 Account Executive motions, metrics, and compensation research. This is our 10th iteration of this project since 2007. This edition will take ~6...
Sales managers strive to produce teams with a long-standing record of high sales performance. Sales teams are tasked with acquiring new business and hitting sales quotas to...
The collective behavior and attitude of your sales force can make or break your reputation with customers, so revenue is often a reflection of employee engagement. In 2012,...
Performance reviews come with rating systems, usually a five-point scale, with five being exceptional or excellent. The top score is hard to obtain and maintain. It’s even...
Keeping up to date with the latest technology can give sales professionals a competitive edge in today's modern marketplace. Applications and software can help you increase...
If you have been hitting all your targets while working in sales, you might be hoping for a promotion to a management position. However, the best salespeople don't always have...
Motivating a sales team is a true art among business professionals. If you can convince your sales reps to motivate each other on a regular basis, then you have a win-win...
Would you like to be a superstar on the sales team? Who wouldn’t? If you are, you’re in good, but relatively small company compared to the rest of the company’s productive...
Last month, I just put together a presentation for a handful of VC-backed portfolio companies on building attrition into SDR planning. The broader topic was what happens to...
A government standoff in October 2013 led to a partial shutdown as the houses of Congress and congressional leaders failed to come to terms on budgetary issues. This led to a...
Whether you’re pitching a project or hosting a seminar, weak presentation skills make your audience prone to brain drain and unlikely to recall any relevant information....
No matter how well you structure your sales funnel, you still have to rely on a diverse sales force to promote the benefits of your company and convert leads into clients....
You recently graduated and finally landed a sales job. Your experience thus far has been summer and part time jobs on the retail sales floor. Now you’re in the big leagues,...
With many companies putting a freeze on hiring and some downsizing, it's a refreshing change to hear about businesses adding to their ranks. Recently, Forbes reported on the...