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    An Outdated Sales Comp Plan: Bad for Businesses… and Careers

    December 1, 2015

    With just a few short weeks remaining in 2015, most sales VPs/CEOs are pressing teams to hit annual numbers. Some may even be borrowing advice from the experts on how to close the year strong. This is fine and good from a short game perspective, but what about next year?

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    How to Boost Revenue with a More Strategic Sales Compensation Plan

    November 23, 2015

    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.

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    6 Signs It’s Time to Reevaluate Your Sales Compensation Strategy

    November 13, 2015

    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:

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    Key Takeaways for Better Sales Compensation

    November 9, 2015

    I recently spoke at the Business Fundamental Bootcamp in Andover Ma. This event was hosted by Supporting Strategies, designed for the CEO’s and CXO’s of early and growth stage companies. The speakers and panelists are experts on many issues faced by growing businesses. I had the pleasure of attending some of the other breakout sessions.

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    Improved Sales Compensation Planning and Management Tools for SMBs

    November 3, 2015

    Since we know many of you are already entrenched in 2016 business plans (including sales compensation planning), we wanted to share our recent press release, announcing two new features to our Sales Motivator platform. If you haven't seen us lately, now is a great time to tour our sales compensation design and planning tool.

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    4 Frightening Facts about Your Commission Calculator

    October 12, 2015


    October is traditionally associated with lots of scary things: witches, werewolves, headless horsemen… But for companies using the wrong tools and systems to perform commission calculations, the loudest screams may happen at Q4’s end—when your sales compensation budget is blown, when your all-star sales rep turns into a pumpkin (and rolls away to work for a competitor), or worse…

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    Sales Compensation Plans: Grow Your Business with Confident Decisions

    September 28, 2015

    Across the country, the culture of leadership is changing. Where old-school executives were once comfortable making decisions based on “gut feel” or past experience, today’s CXOs increasingly base their decisions on data. And according to a global survey conducted by Harvard Business Review, data breeds confidence.
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    Sales Compensation: Are You on the Right Course?

    September 22, 2015

    Sales compensation is a tricky science. Does that mean the wrong commission rates or a misguided commission structure will lead to full-blown disaster? Maybe not tomorrow

    Based on our experience, lots of companies are “getting by” with off-target sales compensation plans. Many others are cruising into 2016 with a plan that merely did the job this year, but will prove increasingly misaligned based on next year’s goals and strategies.

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