Category: compensation-planning

What's in a name?

As humans, and if you're reading this you most certainly are a human, we have a biological need to name everything around us. Whether it's insects, rocks, cloud formations or psychological disorders it needs to have a name. In fact, upon encountering a…

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Compensating for the Recession

The economy is in a state we haven't seen for a very long time. Every segment is affected; every number is down. Imports, exports, manufacturing, retail, finance, and housing are all feeling the pain. This probably isn't the greatest time to be a sales…

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Reputation as an incentive

Last week a colleague of mine was looking for a way to edit a large XML file; what he needed was to change the value of numbers appearing within a particular tag throughout the file by adding a 0.04 to the existing value. This was required to effect a…

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What's Your Magic Number?

Some time ago I read an article by Inc. columnist, Norm Brodsky, discussing unique indicators or as he dubbed them, magic numbers. Magic numbers are described as particular statistics discovered by business operators to have special correlations that can…

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Analytics: You absolutely must have it, now tell me what it is

Analytics can save the world.  More specifically it can revolutionize the way you do business, which could at least save your world.  Analytics is the Holy Grail of Sales Performance Management.  If you work with SPM you already know that because the…

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There's Value in the Journey

We've all the heard of the Law of Unintended Consequences, that is that actions of people always have effects that are unanticipated or unintended.  Although this term is typically used to describe government, I'm sure most of us have experienced it. 

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Sales compensation program change considerations

3rd quarter is traditionally the time that sales compensation program changes are finalizing for the approaching year. Three key things that your compensation plan design team should keep in mind while going through the process: 1) stick to your design…

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Can you explain your company's sales comp plan to a 2nd grader?

We're into the 3rd quarter of the year and your sales kickoff meeting is approaching.  Now is probably the time of the year your organization begins to think about the sales compensation plan and what modifications will be made for the coming year. …

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