Articles by Gretchen Duhaime

The pressure to increase top-line revenue growth is uniting sales and marketing executives to focus resources on aligning their two groups. In October, Aberdeen Group surveyed over 250 companies to identify the strategies, capabilities and enablers that Best in Class (BIC) companies are using to improve sales and marketing alignment BIC companies a...

Incentive compensation is often the first place where management makes adjustments in efforts to improve sales productivity. Many organizations have departed from the straight commission model in favor of plans that prompt the sales force to target high-profit deals However, when a salesperson is paid a flat percentage of top-line revenue, it is ea...