Auditing, incentives, and motivation — with benchmarks, not platitudes.
What a sales audit is, the four metrics it measures, the step-by-step process, real benchmarks, and what a best-in-class funnel looks like on the other side.
A stage-by-stage walkthrough of auditing your sales process — what to measure at each stage, the checklist to run, and the failure patterns to look for.
How to audit the operating layer of your sales team: CRM hygiene, reporting, forecasting cadence, and the automation your existing stack should already be doing.
Audit whether your enablement actually enables: onboarding, playbooks, training, tools, and the content reps use — or quietly ignore.
Best practices for auditing sales content: inventory, usage scoring, the keep-fix-kill decision framework, and a template to run the whole thing.
How to audit the people side of the funnel — skills matrices, activity patterns, coaching cadence, and rep-level scorecards that stay fair.
SPIFF meaning, what it stands for, SPIFF vs commission vs bonus, tax treatment, 10 SPIFF ideas, and the design rules that make short-term incentives actually move a number.
How to structure sales compensation: pay mix, commission models, bonuses, SPIFFs, and contests — and how to tie every incentive to a metric reps actually control.
How to design a sales leaderboard that lifts the whole team — what to rank, five formats that work, and the pitfalls that turn competition into sandbagging.