What is OTE? Your Guide to On-Target Earnings Incentives

OTE models are a tried and tested way to motivate salespeople. Here's what to consider to develop the ideal OTE compensation model.

Reed Chaikin • 6 minute read

The Sales Pipeline Metrics You Really Need

Meaningful insights for a business means understanding sales processes. Here’s how sales pipeline metrics & sales pipeline solutions can help leaders reach their goals.

Paulson Lan • 6 minute read

A How-to Guide for Go-to-Market Planning

Launching a product is challenging but rewarding. An effective GTM plan can act as your roadmap and business case for new investments. Here's a full guide on how to do it right.

James Mulligan • 7 minute read

Sales Insights Year in Review: What I Wish I Knew 2022

What were the top sales insights of 2022? From AI to sales planning & seller motivation, we covered a lot of ground in Season 1 of What I Wish I Knew! Here are the highlights.

Scott Barton • 2 minute read

Designing the Ideal Sales Development Representative Compensation Plan

Explore the value of SDRs, how best to motivate them, and how technology can help you make sure you create an SDR compensation plan that works for everyone.

Paulson Lan • 7 minute read

Go-to-Market Optimization: Future of Sales Planning

How you can turn your go-to-market sales strategy into a competitive advantage? Read how strategic sales optimization and planning can deliver a path to revenue growth.

Scott Barton • 3 minute read

Integrating Sales and Operations Management: A Best Practice Approach

In this blog, we’ll explore a key corporate relationship – the relationship between the operations function and the sales function.

James Mulligan • 7 minute read

Varicent's Holiday Gift Guide

It’s the most wonderful time of the year. Coach Bobby has curated a list of the best sales performance management-related gifts so you can be the best gift giver on your team.

Tara Sestanovich • 2 minute read

3 Cost-Effective Ways to Improve Sales Comp Plans Heading into a Recession

With a probable recession coming, is your sales compensation plan ready? Here are 3 cost-effective comp plan tips to help you reach quota goals and keep your sellers happy.

Tara Sestanovich • 2 minute read