I’ve spent the better part of the day going through my annual “virtual” spring cleaning. I was doing some maintenance on my home PC when I started receiving some weird errors I traced to a memory problem–as in the memory test was even freezing.
I have a two-year old Dell which is still under warranty for another [...]
Filed under: Marketing, Sales, Soft Skills | Comments Off
I recently covered some of the different compensation split options available for Sales Engineers at a very high level. This prompted a few questions, mostly around the use of MBOs. As a follow-up, let me go into the various options available to SE management as well as some common pitfalls.
MBOs are targeted performance goals. As [...]
Filed under: Compensation, Growth, Management, Sales, Soft Skills, Strategy, Terminology, Time Management, Training | Comments Off
Once a company expands its portfolio to 2 or more products, a question arises: Should sales (and SEs) be specifically incentivized to sell all of them. And, if so, how?
You run into ethical issues if you have competing products (such as stocks in a brokerage or mortgages for a loan broker) that encourage sales to [...]
Filed under: Compensation, Management, Sales | Comments Off
