Selling Your Sales Compensation Plan to Management
WorkSpan Magazine, February, 2011 – Selling Your Sales Compensation Plan to Management Learn how to prevent last-minute derailment of your sales compensation design effort, and make sure your plan designs reflect the top priorities of your most influential stakeholders.
The Best Way to Pay Your Sales Staff Now
AMEX Inside Edge, October 19, 2010 The sales staff at DealerTrack wasn’t sold on how they were being paid.
The Lake Success, New York, maker of software for auto dealers had done several acquisitions. Now management wanted the combined sales force to push a new product, an all-in-one management program that could replace stand-alone applications for inventory management, leasing and the like, to the company’s 17,000 auto-dealer customers.
Communicating to Sales Professionals
Sales Compensation Quarterly, November 8, 2009 – Communicating changing sales compensation plans is never easy. The salesforce will always start with the assumption that the new plan is going to take something away from them, and will be skeptical of anything the company tries to push as a “positive change.”
Cost of compensation and pay mix – how do they work together?
Many sales leaders and CFOs feel there are real business benefits to a high-risk / high-upside comp plan, including a reduced cost of compensation overall. Turns out they’re wrong about the cost…
Quarterly or half-yearly quotas – when is it a good idea?
Done correctly, smaller measurement periods can contribute to improved quota accuracy, consistent deal flow throughout the year, a more motivated and productive sales force, and a better value for the sales compensation dollar.
Keys to Success: Six Areas to Address in Your Next Sales Compensation Plan
Workspan, August 27, 2010 — It’s fall again, the economy appears to have shifted toward the positive in many sectors, and companies are thinking about redesigning their sales compensation plans for 2011. In order to ensure the redesign process and resulting plans will provide a good return, businesses should address six key areas.
A compensation architecture balances standards with flexibility
Global organizations need structure. Local businesses need to focus their sales team on local priorities. How can these apparently conflicting needs be balanced?
Visual Analytics shine a spotlight on issues and opportunities in your plans
While this slide show doesn’t talk, we think the graphics all but sing. Have a look at some great ideas for visually depicting key aspects of your plans and their health.
Cygnal Group Consultants Earn Professional Designations
The Cygnal Group announced today that consultants Beth Carroll and Brenda Rodriguez-Maldonado have earned Certified Sales Compensation Professional (CSCP™) status.
Looking Ahead: Should We Make a Change?
Sales Compensation Focus, July 2010 – The economy appears to have taken a positive turn and many companies are starting to think about growth: hiring more sales reps, launching a new product, or breaking into a new market segment. One of the first questions that is raised when a company returns to growth mode, especially if there has been significant retrenching, is, “What should we do with our sales compensation plans?”