An organization’s sales strategy and its sales compensation plan should go hand in hand. Yet all too often, when sales consultants are brought in to analyze current performance or plan for next-level goals, compensation remains an afterthought. It’s not difficult to understand why… In the first place, organizations are notoriously squeamish about picking apart their sales...View >
More than 100 company leaders downloaded our sample sales compensation plan last year, and we’d like to think that’s a good sign. It means CXOs and VPs of sales are calling their current plans into question, and preparing to leverage the relationship between strategic incentives and strategic goals.Read More
Heading into 2016, there’s no shortage of sales management advice. Today’s sales leaders can browse multiple lists of “top 50” sales blogs, follow the 100 leading sales influencers on Twitter, scout their streams for the most popular sales hashtags, or join one of 24 thousand sales executive groups convening on LinkedIn. As the flow of sales-related media surges, CSOs are bombarded with information on best practices (social selling), trends (gamification), and must-have tools (sales enablement software, sales engagement platforms) to help their teams get the job done.Read More
“No, I can’t see my way to selling out to the new vested interests, Mr. Jorkin. I’ll have to be loyal to the old ways and die out with them if needs must."Read More
Earlier this month, I was honored to speak at a Business Fundamentals Bootcamp for CXOs in the Northeast area. The theme of the event was “Think Big, Go Big;” it brought together participants from the Massachusetts and New Hampshire business communities—particularly those offering tactical and operational expertise for growing businesses. As I lent my insights alongside some very savvy marketing, finance, legal, and HR professionals, I was reminded how profoundly growth affects young companies.Read More
At most companies, annual performance reviews are a given. And yet the prompts that drive employee performance, particularly in the sales department, often go untouched and unexamined for year after year…
I’m talking about sales compensation strategy. Have you reevaluated yours lately? Do you know if your sales team’s target total compensation, commission structure, quotas, etc. are still aligned with your company’s strategic goals? Were they ever?
Here are six signs it’s time to reevaluate your sales compensation strategy:Read More