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. team-oriented process-driven...
Changing your sales focus? That works best with 5 key ingredients.
Suzan Wasik just published an insightful and succinct post that features the terrific graphic below. In it, she explains the importance of the five essentials to leading change successfully: Click through for a short, compelling read.
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...
How can HR help in designing a game changing sales compensation plan?
Jennifer Frei of Towers Watson Singapore has put together a terrific piece for the HR folks out there who want a "seat at the table" for sales compensation. Article synopsis: Many companies actively involve HR in the sales compensation design process to leverage their...
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...
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?”