Does Sales Technology Endanger or Enable Sales Jobs?

By |November 22nd, 2016|Commissions|

A couple of years ago, Forrester Research issued a report that warned that the advent of new technologies – most notably, the Internet of Things (IoT) – would lead to the elimination of one out [...]

Think You Have It Tough? Imagine Paying Commissions as an MLM Business

By |August 9th, 2016|MLM|

The more I talk to comp plan managers, the more sympathy I have for them, especially those who suffered for years with manual processes and spreadsheets. Tales of five 12-hour days at quarter ends, a [...]

Five Behaviors Your Commissions Plan Should be Driving (But probably Isn't)

By |May 6th, 2016|Commissions|

Charles Eames, the American designer who might be responsible for the chair you’re sitting in right now, once said, “The details are not the details. They make the design.” Eames also said, “Design is a [...]

Anchored in the Past: How Managing Commissions Manually Stifles Organizational Change

By |March 9th, 2016|Commissions|

Business growth is great, but it also forces change. If your organization is growing quickly, it can force a lot of change all at the same time, which can be bewildering not just for the [...]

Will Your Goal-Creating Process Help or Hurt Your Move into a More Incentivized World?

By |July 15th, 2015|Commissions|

AON Hewitt’s annual study of worldwide compensation found that base pay was on the rise worldwide. Base wages and salaries rose in 2014 by 5.25 globally, with Africa seeing wages and salaries increase a whopping [...]

The Power of the Nudge

By |April 17th, 2015|C3|

A recent article LinkedIn article by Laszlo Bock told a story of how Google helped its employees cut three million calories from their diets by putting candy in opaque jars while displaying healthier snacks like [...]

The Past Predicts the Future: Anticipating Changes with Compensation

By |March 18th, 2015|Commissions|

It’s pretty well established that sales pros do what they get paid to do. Sales commissions are a reward for bringing in revenues. SPIFs are rewards for selling certain products. Sales contests are competitions that [...]

Beyond Commission: Sales Behaviors You Can Drive Through Compensation

By |February 5th, 2015|Commissions|

I love motorcycles – not just riding them, but understanding how they are engineered and how they work. If you’re anything like me, that fascination has led you to do some maintenance or even repair [...]

Sales: Ready for the Quarter end Chaos?

By |June 19th, 2014|Contract Lifecycle Management (CLM)|

As the second quarter inches towards a close, the usual chaos is in full swing in sales organizations. Sales reps are waiting on customers, hustling to make quota with their eye on quarterly incentives, sales [...]

How to Use Comp Plans to Drive Behavior and Revenue

By |March 6th, 2014|Commissions|

It’s important to have an incentive compensation plan to drive revenue and behaviors, and motivating your sales reps with incentive compensation will fuel their performance. By determining the organizational and individual goals of your incentive [...]