Who should be involved in designing your sales compensation plans?
To design great plans, and ensure good buy-in, we suggest you include a Steering Committee, a Design Team, and a Technology Team. If you are changing your plans much, a Challenge Team is a good idea too. (Talking Slide Show, 3:52, 3 slides)
Come hear Beth and Donya speak
Donya and Beth have speaking engagements scheduled in March and April in Tucson and Philadelphia. Consider joining us at the TIA conference for a panel discussion, or the Sales Performance Conference for a workshop (discounted for Cygnal Group referred attendees).
Linking Performance Management and Incentive Pay
WorldatWork Sales Compensation Quarterly, Q2 2009 — Incentive Pay and performance management are often managed by different parts of an organization without much thought given to how performance management can work with incentives to increase sales force performance…
First Step of Sales Comp Planning: Define Roles
WorldatWork Sales Compensation Quarterly, Q3 2008 — “Why isn’t my incentive plan getting me the growth I need” is a common lament from the the VP of Sales to the President to the CEO. One of the main reasons may not have anything to do with your compensation plans, but may be more about the way your sales roles are defined…
Welcome to our new web site!
January 2010 — Take a few minutes to look around our new flexible interactive web site. You’ll find it rich in ideas and practical tips about sales compensation plan design, and about living with those plans. There are plenty of places for you to comment and share using your favorite social media tools. Join the discussion now!
Can sales quotas hurt productivity? Stanford’s Graduate School of Business says so…
October 2009 – New research indicates that, “Eliminating sales quotas boosts company profits says Professor Harikesh Nair. In one case, the new sales compensation plan without quotas resulted in a 9% improvement in overall revenues…”
Is Cash Always King? Key Questions When Developing Non-Cash Reward Programs
WorkSpan Magazine, July 8, 2009 — “What part of ‘the deal’ with your company really drives your focus and keeps you working hard?” Do you know how your sales people would answer this question? If your sales compensation plan is working, it is likely to be at the top of the list, but you might also find that sales people value…
Compensation Specialists: Your big moment is now!
HR Group Newsletter, April 2009 — If you are responsible for compensation policy and planning for your company, the current economic situation may present you with an unprecedented opportunity to contribute to your company’s success.
nGenera Partners with The Cygnal Group for Optimization of Sales Compensation Plans
Austin, TX – August 20, 2008 – nGeneraTM Corporation today announced that it has partnered with The Cygnal Group to offer customers of nGenera’s Total Compensation SolutionTM an authoritative and independent analysis of their sales compensation plans.
Pay Planning (from RV Trade Digest)
RV Trade Digest, July 8, 2009 — There are few topics in any small business that cause as much angst as employee compensation. While employees try to extract as much money as possible from an employer, every business owner seeks to pay employees a fair, competitive wage that also offers a motivating incentive.