Quality sales compensation plans incentivize and drive the behavior of your sales team resulting in revenue generation for your company. While it seems obvious that the compensation plan should motivate your sales team to make the most money for both themselves and the company, frequently the plan gets overcomplicated and doesn’t accomplish what was intended. […]
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Business leaders are fond of saying, “People are your most valuable resource.” It is one of those generic, feel-good statements that seems like the right thing to say, but is it accurate? What if you have employees in positions performing work that they are not particularly good at? Maybe a more precise statement would be […]
You have completed your sales hiring process: waded through the sea of resumes, conducted interviews, and finally have your new salesperson in place. Time for them to begin driving revenue for your business, right? Hopefully. But it can be difficult to know if the person you have selected from the candidate pool will meet your […]
It might seem like a classic case of “biting the hand that feeds you,” but believe it or not, your best move – for the good of your sales team and your entire organization – might be to fire your top sales rep. What? Cut loose the one person who brings your company the most […]
If it seems surprising that industry experience is not that valuable…
Sales success begins with successful salespeople – usually a team of high-quality, skilled sales performers. What’s the best way to build such a team? Probably not the way you might imagine. Let’s explore one wrong way to build a top-quality sales team and two better ways: The Wrong Way to Find High-Quality Sales Candidates Before […]