So most of you are well into the first quarter of your fiscal year.  Quota’s have been determined, commission rates have been calculated, corporate goals have been established and all of this has been verbally communicated to your sales representatives.  However, most of the sales reps are thinking:
how am I actually going to be paid?  [...]

The other day I was having a conversation with a client in which I said the following:
That sales rep will be looking for an OTE of at least 190K …
at which point the person asked me:
What is OTE?
Good question!  OTE stands for On Target Earnings.  Generally OTE covers employees that have a fixed and a [...]

If I had to choose only one word to describe the source of all pain and pleasure for a small business, it would have to be CASH. A startup lives and dies by its cash flow and keeping overhead expenses in check is one of the most critical factors in managing that fragile lifeline. [...]

Have you thought about your sales process? CRM works best for companies with well-defined processes already in place. Automate chaos and it’s still chaos.
Larry Tuck, editor of CRM Magazine, 2000
Companies require tools that help them manage a sales process to build a quality pipeline, create forecasts and meet the overall goal to deliver [...]