9 Steps to a Shiny New Comp Plan
Sales compensation plan design basics are covered in this article published in WorldatWork’s Sales Compensation Focus magazine.
Sales compensation tips for the electrical distribution industry
Carol Katarsky recently wrote an article summarizing sales comp basics for tED Magazine, a leading trade journal for the electrical distribution industry. In the article, she breaks down best practices into three big chunks: Clarify the business goals Design for the...Sales Models: Transitioning From Sales Stars to a Sales Machine
Joe Clarkson interviewed Mark Flavin and Donya Rose on the fascinating topic of picking a selling model, choosing between “Sales Stars” or a “Sales Machine.” As the tag line says, it’s a choice between autonomous sales superstars vs....Alan Benson’s Research suggests managers keep poor performers to maximize their own comp
Recently published research led by Alan Benson applies a rigorous academic lens to this question. And Alan’s answer is…
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.
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?”