AIHR

JUNE 13, 2023

Compensation structures establish clear goals, determine the right mix of fixed and variable pay , and create benchmarks that motivate salespeople to achieve targets and contribute to business growth. Sales compensation is a critical aspect of B2B organizations. Contents What is sales compensation?

Compensation 105

Compensation Sales Sales Metrics 105

AIHR

SEPTEMBER 20, 2022

But an ICT organization selling complex and custom solutions to large B2B companies may require each sales manager to supervise 6-8 business account managers. For example, the average span of control for a sales team could be 10 salespeople per manager. What to consider when analyzing the span of control.

Reorganization 140

Reorganization Sales Sales B2B 140

Andrew Chen

AUGUST 6, 2018

B2B SaaS products will often find it useful to show this version, as they want to drive usage during the work week. Another plug for her Twitter account here. -A]. Note that using DAU/MAU wouldn’t be the appropriate metric for this product as it’s not designed to be a daily use product.

SaaS 111

SaaS Metrics eCommerce B2B 111

Vantage Circle

JANUARY 19, 2023

Traditional: Finding your ideal audience ment cold calls, scouting directories, attending conferences and knocking door to door in every office building Modern: Today's audience for B2B buyers can be found online and on social platforms. This program has the benefit of creating a sense of social accountability for team members.

Sales 105

Sales Sales Compensation Travel 105

Harvard Business Review

AUGUST 10, 2018

Mainstream software companies are beginning to hold “ data mirrors ” up to their customers, allowing scoring and benchmarking of their customers’ strategies. One of its business units, Fieldglass, provides insights and benchmarks to customers on external workforce management.

Benchmarking 8

Benchmarking Software B2B Accounts Payable 8

Harvard Business Review

MAY 10, 2018

While there’s less buzz around business-to-business markets, these innovations are changing the game in B2B as well, even in old-line industries selling what might be considered commodity products. For a deep dive into the elements, see our related HBR article “ The B2B Elements of Value ”).

B2B 8

B2B Engineering Benchmarking Marketing 8

Harvard Business Review

NOVEMBER 23, 2018

They pursued a variety of tactics before the recession that were designed to fortify the firm when the downturn hit – moves both within sales and beyond like adding a low-cost channel to serve small accounts or simplifying the product assortment. Too many sales teams use outdated practices in making account and territory assignments.

Sales 14

Sales Sales B2B Accounts 14