Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Carrie Ward

Carrie is an experienced consultant specializing in sales analytics, organizational design, and sales process optimization. She is the co-author of The Sales Compensation Handbook as well as numerous sales research studies.

Recent Posts

Sales Quotas: The Universal Afterthought of Sales Leaders

What do dinner rolls, an umbrella, and sales quotas have in common? While this may sound like a bad joke, these are all afterthoughts. We don’t think...

3 Practical Ways to Get Sales and Marketing Working Together

Last week I had two sales managers at different companies complain, “Marketing doesn’t give us any good leads.” Then I talked to the marketing folks at...

Still Time to Get Comp Right for '19?

Business, like nature, is governed by cycles. And just like nature, the planning and preparation for the next season occurs long before the season...

Sales Compensation Mistakes That Really Make Reps Mad

They say all is fair in love and war. But that’s it – only in love and war. All is certainly not fair in sales.

And that’s ok. Competition is healthy...

Hire Slow, Fire Fast

Every sales leader we know faces too much work and not enough resources. Often the response is to hire a body – ANY body – just to get the job done....

Are You Better with a Nobody or NO body?

Most sales leaders know that just because you’re in sales, it doesn’t mean you’re a good salesperson. Last week we were interviewing clients as part of...