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CRM

CRM stands for Customer Relationship Management. The term broadly includes all practices, technologies and strategies used by a company to engage, attract and retain clients. A CRM software is a form of technology used by companies to manage and analyze client data, and to present that data in a way

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Compensation Strategy

A compensation strategy is the basic framework used by a company to decide how it remunerates its employees — including everything from base and variable pay, bonuses, raises, paid time off, 401(k)s, healthcare benefits, and reimbursements. Compensation strategies also contain guidelines for how a company evaluates its employees when

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Commission

Sales commission is the amount of money a salesperson earns based on the deals they close or revenue they generate. Sales commissions are one of the most important aspects of sales compensation. They are generally dependent on performance, and are often paid to salespeople in addition to their base salaries.

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Commission Rate

A sales commission rate is a percentage of the total sale value that a salesperson earns for the deals they close. Salespeople within the same industry that sell similar products can still make very different commissions, even if their total sale value is the same. For example, Anna and John

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Coaching

Sales coaching is a formal activity undertaken by sales managers where they collaborate with a sales coach in order to improve rep performance and increase team productivity. Sales coaches work with salespeople on a one-to-one basis. During these personalized sessions, a sales coach doesn't tell the sales rep

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Clawback

A clawback in sales is when a commission paid to an employee in the past is legally reclaimed by the company. This can happen when a buyer returns a product or cancels a subscription before the end of the clawback period, or when an employee breaches certain terms of their

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Channel

A sales channel is a medium through which a company sells its products or services to the general market. Companies often use more than one sales channel, and these channels can be direct or indirect, depending on how the products reach the customer. Direct sales channels are controlled by the

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