What My 2-Year-Old Has Taught Me About Setting Sales Quotas

Posted by Kyle Heller on Wed, Feb 20, 2013

A few weeks ago, I kneeled to help my younger son blow out his birthday candles. As he listed all of his new plans now that he’s 2 (Sleep in big-boy bed! Ride blue bike!), I found myself thinking about how we divide time into days and years, discrete periods for which we set objectives and plan achievements.


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Do You Really Need That Supersonic Parachute?

Posted by Kyle Heller on Mon, Dec 10, 2012

Four Principles to Simplify Compensation and Accelerate Performance

In August, I watched with awe the perfect orchestration of 79 interdependent events that together slowed the 2,000-pound Curiosity rover from 13,200 mph to 1.5 mph and placed it carefully onto the surface of Mars. The supersonic parachute deployed, the rocket separated, jets fired and Curiosity was gently lowered onto Mars. Amazing.


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Five Sales Compensation Issues for 2013 to Act On Now

Posted by Kyle Heller on Thu, Nov 15, 2012

It’s true. Some sales and compensation leaders believe they have their sales compensation figured out. Their plans are performing as intended, supporting the organizational strategy and appropriately motivating the sales force at every turn. Satisfaction is high, and absent any apparent signs of trouble, a change in sales compensation plans doesn’t make sense for 2013.


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