Category: Sales
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Employee Benefits Communication: Strategies to Improve Engagement, Retention & ROI
You’ve invested in a solid benefits package. Health coverage, wellness perks, flexible leave, and financial tools, but if employees don’t understand what they have, none of it lands. Communicating benefits isn’t a one-time task. It’s an ongoing effort that directly affects how valued people feel at work. When employees feel informed and supported, they tend…
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Understanding Recoverable Draw: Overview, Pros & Cons
Designing a pay structure that motivates sales teams while protecting the company is one of the hardest challenges in HR and sales leadership. A recoverable draw sits between income stability and performance accountability – making it one of the more nuanced tools in sales compensation. If you’re rethinking your draw vs commission model, this guide…
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Understanding Draw Against Commission in Sales
Sales compensation is one of the most powerful levers a business can pull to drive performance. But getting it right is rarely straightforward. Too much risk on the rep’s side, and you lose talent. Too little incentive, and performance stagnates. That’s where draw against commission steps in as a middle-ground solution worth understanding deeply. Whether…
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The Complete Guide to Onboarding Sales Reps
Hiring a great sales rep is only half the battle. Without a clear plan for what comes next, even strong hires take too long to ramp, miss early targets, and check out. Onboarding new sales reps is one of the most important investments a sales team can make, and this guide shows you exactly how…
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Channel Incentives: The Complete Guide to Driving Partner Sales and Revenue
Your channel partners don’t work exclusively for you. They carry multiple vendor lines, manage their own targets, and decide daily where to focus their energy. The real question is whether you’ve given them a good enough reason to prioritize you. That’s the problem channel sales incentives are built to solve. A well-structured channel incentive program…
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Sales Onboarding: The Ultimate Guide
Bringing a new salesperson on board is one of the most important investments a company makes. Yet most organizations treat sales onboarding as a checklist – a few product demos, a stack of slides, and a “good luck.” The result? Reps take longer to ramp, perform inconsistently, and check out before they find their footing.…
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What is a SPIFF in Sales? Benefits, Types, and When to Use
Every sales leader has faced this moment: the quarter is winding down, a new product has just launched, or the pipeline has gone quiet, and the team needs a spark. That’s when the question surfaces: what’s a SPIFF in sales, and could it work here? SPIFFs are among the most widely used sales incentive tools…
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What is a Total Rewards Strategy? A Practical Guide
The best employers aren’t just paying people, they’re making the job worth staying for. That’s what a total rewards strategy is about. It moves beyond “here’s what we pay you” to “here’s what we offer you”, shifting from transactional employment to an experience employees actively choose to stay in. For HR leaders, it’s one of…
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What Is OTE Sales? (Examples, Benefits, and Calculation)
If you’ve ever looked at a sales job listing and seen a number followed by “OTE,” you’ve probably wondered what it actually means, and whether you can count on it. OTE, or on-target earnings, is one of the most commonly used terms in sales compensation. It tells a rep exactly how much they can expect…
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Sales Commission Tracking: How B2B Sales Teams Can Track Commissions Accurately
Sales commission tracking is how sales organizations turn closed deals into verified paychecks — connecting rep activity to compensation in a way that’s consistent, auditable, and free of dispute. When a commission is wrong – even once – trust erodes fast. For B2B sales teams managing renewals, split credits, accelerators, and multi-rep deals, the stakes…
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