How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on Fri, Mar 13, 2020

Jason Brown co-wrote this blog post with Emily Alexander.

Nothing is more pressing right now than COVID-19 and the impact the pandemic is having on the U.S. population and economy. Safety is the chief priority, but sales leaders are already grappling with how to keep their sales teams engaged and productive during this tumultuous time. With travel restrictions, community gathering bans, work-from-home guidance and limitation of non-essential personnel from offices, it’s becoming almost impossible for field-based salespeople to do what they do best: Get in front of customers.


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

Posted by Alex Southworth on Tue, Aug 22, 2017

This blog post was originally published on ZS's high-tech blog, Tech Bytes & Insights

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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Can 60% of Your Salespeople Really Hit Quota?

Posted by Steve Marley on Thu, Sep 05, 2013

When I help companies set quotas for their salespeople, project sponsors—typically sales leaders and compensation designers—sometimes tell me their objective is to have at least 60% of their people hit quota. I believe this comes from a commonly published perspective that states 60 to 70% of your salespeople should hit their quota if quotas are to be motivational.

While the motivational aspect of having 60 to 70% of your salespeople hit their quota is clear, the math behind the statement is not.


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