Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame
30 Minutes to President's Club | No-Nonsense Sales
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Enhancing Sales Retention Strategies
This chapter focuses on the vital role of retention strategies within sales compensation plans, discussing how adjusting quotas and integrating retention metrics can impact sales performance. It emphasizes the shared nature of retention responsibilities across the organization and advocates for aligning incentives to promote desired behaviors. Additionally, the chapter examines structuring sales teams for optimal performance using 'land and expand' tactics, while highlighting the importance of role specialization and deal inspection for successful customer lifecycle management.
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