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

Which Reps Make the Best Managers?

Raise your hand if your March Madness bracket is a now just a bittersweet memory. (My hand is high in the air.) While we turn from college to the pros,...

The Sales Training You’re Missing

The college admissions scandal raises a lot of questions about the ROI of higher education. While that discussion is ongoing, the benefits of education...

Avoid the Bonus Exodus

It’s that time of year. Spring training is underway, NCAA brackets are forming, snow is a thing of the past (hopefully). And for sales reps, it’s bonus...

Stop Wasting Commissions on the Wrong People

Any good sports manager knows his players. He knows when to pull in the right person for the right situation. If it’s the bottom of the ninth, the...

When Sales Reps Need to Call an Audible

One of the most fascinating parts of football is watching how “thinking” quarterbacks approach the line of scrimmage. As a NY Giants fan, it’s...

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....