Michael Torto

Turn Every Contract Into Cash

SiriusDecisions analyst Joe Galvin accurately observed that salespeople will respond to two things: "what they get paid for and what their manager makes important." What managers make important typically involves process and performance. And in the arsenal of sales performance tools, nothing has more...

Build Commission Plans That Motivate Salespeople Without Blowing the Budget

What's the impact of a $40 million overage on the commission expense budget? If yours is one of the largest technology companies in the world, it means a big "miss" of your earnings forecast and a 22-percent drop in your stock price. This is...

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