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Strategy
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How to Use Compensation Benchmarking to Make Your Number

As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to...

Benchmarking Tools

Your 2019 Strategic Plan May Already Be in Jeopardy Two-thirds of well-formulated corporate strategies fail due to poor execution. In this report, we provide a roadmap for CEOs to identify and close execution gaps across the organization: Moving from a passive to an...

Compensation Plan Benchmarking Tool

Download the Compensation Plan Benchmarking Tool. Key Benefits: Ensure compensation plans are competitive in the market and aligned to their strategic objectives. Enable the company to achieve its revenue targets and optimize incentive compensation to reps. Align sales pay to corporate strategic...

Benchmarking Marketing Performance for your Portfolio Companies

If past performance is not indicative of future returns, then why waste marketing dollars by employing tactics that used to work yesterday but will put you out of business today? If marketing is becoming more agile and personalized, how can...

Benchmarking Your Customer Success Team

In a recent article, we defined the right Key Performance Indicators for Customer Success teams. If you have invested the time to collecting this information, your next step is comparing yourself to other companies’ Customer Success teams. Download our Customer Success...

Sales Compensation Benchmarking Assessment Scorecard

Download the Sales Compensation Benchmarking Assessment Scorecard. Key Benefits of the tool: Asses your sales compensation plan Spot weaknesses in your comp plan Drive the right behaviors with the right compensation plans Fill out the form below to download the scorecard....

Power, Politics, and Benchmarking Influence Strategy in 2013

Let’s be honest about how things work in many large, traditional companies. Operations leaders often have a disproportionate amount of influence over Sales functions. This is especially true in Business Services companies and other more mature business models. Why? Simple....

“Acme’s” Strategic Sales Metrics for Enabling Sales Benchmarking

Remember the Formula for Sales Success from the book “Making the Number: How to Use Sales Benchmarking to Drive Performance”: Turning to Acme, let’s see how they selected their strategic sales metrics for the first four categories (Time is the only...

Sales Performance Management: The First Step to Enable Benchmarking?

Why should a company use Sales Benchmarking? Improvement is the one-word answer. But what do you need to do to implement Sales Benchmarking? Your current Sales Performance Management framework and systems are probably collecting hundreds and thousands of data points, so you have...

A Sales Strategy Benchmarking Example: Verizon Buys Terremark

How is this story related to sales strategy? Three reasons. 1- CEO’s who believe that sales force effectiveness is a source of sustained competitve advantage create more value for their share holders, employees, and customers than those who do not. Terremark’s...
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