Category: Onboarding
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Sales Operations Playbook Part I
Definition: A sales operations playbook is effectively a description of all the things that are engaged in running a sales organization and the contents of which Sales Operations will create and/or own. Remember “Sales operations is a set of business activities and processes that help a sales organization run effectively, efficiently and in support of…
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How to create a Sales Compensation Plan Part 1
In a previous post, we discussed creating and executing a successful territory plan. After you have completed your TAM Analysis, now you need to assign a quota to the team to hit your company-wide goals. From the Sales Rep’s perspective, they would never accept a role at a company without knowing how they can make…
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How to create a Sales Compensation Plan Part 2
In part two of this post on how to create a Sales Compensation Plan, I will show you the steps you should follow to create and implement a sales compensation plan. In this post, I will focus on the “relative plan” discussed in Part 1: The first thing to understand is that building, rolling out,…