How do I grow sales at my tech start up? Use best practice sales commission plans!
by Jonathan Malin, Trinamo Ltd
"Not surprisingly, this is the question that we get asked most often. You need to pull many levers to grow a business. This article focuses on just one key process tool: sales compensation plan design. These are also known as commission plans."
Making the numbers
by Stephen Allott, Trinamo Ltd
"In 2003, when I was working full time at the Cambridge University Computer Lab, I got a call from a leading UK VC firm. At the time, the IT industry was in deep winter. Sales in their software portfolio were stagnant. Their large software team was depressed. Things looked bad. They requested me to come and talk to their technology team's offsite, held in Cambridge as it happened, about my experiences in growing a software company. They wanted me to cheer them up by telling them a happy success story. I called it "Making the Numbers"..