Getting Started with Sales Compensation
Sales compensation planning is an important component of any sales strategy. It refers to the process of designing and implementing a sales incentive plan that motivates salespeople to achieve their targets and grow the business. Sales compensation plans can t
Sales Acceleration Technology: Incentive Compensation
My last blog was around avoiding failure in your sales acceleration project which built on the ideas from another blog around business readiness. This blog focuses on incentive compensation. This blog was inspired by a few failed projects I’ve either seen or l
Putting the Incent in Incentive Compensation
Its January. Many businesses are scrambling to issue incentive compensation plans that will both motivate and challenge their sales organisations. As you look to motivate your sales reps, don’t forget what you are designing should INCENT them to sell more, not
Leverage Millennials to Transform Your Sales Org
I’ve read a number of interesting articles lately on the topic of millennials in the sales and marketing world. Some Reading Earlier this year I read a great article from Xactly’s Jordan Scott on the topic of motivation. Recently I read SiriusDecisions’ Alan
What’s in a Name?
Most companies have a web of acronyms and company-specific terminology, a special ‘in club’ of sorts. When used correctly this special language can help cultivate a unique company culture. However, when it comes to approaching the market and integrating new hi
Incentivising Sales Operations
When people ask sales operations questions on most topics I usually temper my answer with comments such as ‘but it depends on your organisation’ and ‘there’s not always a best answer for everyone’. However, there are a few topics areas where I really do think