Autodesk's Approach to Motivating a Millennial Sales Force and Tackling Some of the Biggest Sales Comp Challenges

Posted by Alex Southworth on Thu, Aug 17, 2017

For high-tech companies, a strong inside sales function boosts efficiency and lowers costs, and for millennial-age salespeople, inside sales roles offer the chance to collaborate with a team instead of working solo in the field.

After ZS’s 2017 Comp Bytes event, where executives from leading high-tech brands met to discuss sales compensation challenges and innovations, I spoke with Robert Bieshaar, senior director of worldwide sales and services incentive compensation at Autodesk, to learn how inside sales models are evolving at his organization, what he and his colleagues are doing to motivate the next generation of salespeople, and how Autodesk is working to overcome one of the most common and cumbersome sales comp challenges: goal-setting fairness.


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Customers Need Partners, Too

Posted by John DeSarbo on Fri, Apr 17, 2015

I read a fascinating article in The New York Times titled “Adviser Guides Obama Into the Google Age.” While I was shocked to learn that the government still partly operates its technology with floppy disks—that’s right, the old 5.25-inch and 3.5-inch floppy disks—I was not surprised to see the importance and clout of the White House’s technology advisor.


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Trying to Scale Your SMB Cloud Channel? Start With How Customers Choose Resellers

Posted by John DeSarbo on Fri, Oct 17, 2014

Small and medium businesses (SMB) have been buying technology-as-a-service since the Application Service Provider boom of the late ‘90’s.  While the ASP market implosion that followed bore a close resemblance to the Dutch Tulip Mania boom of the 1600’s, the idea of selling IT to SMB customers “by the drink” lived on, even if the early IT-as-a-service providers faded away. 


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Subscription Sales: Five Steps to Fixing a ‘Recurring’ Problem

Posted by Kyle Heller on Fri, Oct 10, 2014

I recently took my two sons to the planetarium show at a local museum. We sat together in the darkness, unable to see our hands in front of our faces, and got lost in the allure of the night sky: planets, constellations, comets and the spectacular collisions that happen when two objects try to occupy the same space at the same time.


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