Published Articles

9 Steps to a Shiny New Comp Plan

You have a new sales role on your team. Maybe it’s your company’s first foray into Inside sales, or maybe you just approved a requisition for a new channel manager role. To set things up correctly from the start, follow these steps…

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Who gets credit for the sale?

What matters most? Is it your multi-channel strategy? ...a teamed approach to selling? ...individual accountability for results? Jon Randall of Towers Watson's Sales Effectiveness and Rewards practice provides great insights so you'll know when to share credit, when...

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Engage your sales people to drive sales results

Sales success isn't magic. It's the direct result of an intentional and well-balanced system composed of the right people with the right focus who are fully engaged in their work. While each of these 3 components is essential to sales success, engagement may be the...

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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.

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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?”

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