A Practical Guide to Sales Compensation After Natural Disasters

Natural disaster events, such as the recent hurricanes affecting the Gulf Coast and Southeast, have a profound impact and cost on people’s lives in those regions. The recovery efforts will undoubtedly take months, if not longer, as people pick back up and begin rebuilding their lives. In many cases, natural disasters will impact jobs in both direct ways, such as tourism, and indirect ways, such as customer impact for salespeople. While it may not be top of mind in the immediate aftermath of a hurricane or other natural disaster, questions soon surface about how to treat salespeople impacted by such events.


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Four Ways to Customize Your Incentive Plan

Mayank Gupta co-wrote this blog post with Mike Martin.  

Over the past couple of years, there has been significant buzz within compensation circles around customizing and personalizing incentives. The motivating factors range from accounting for multiple generations in the workforce to accounting for local differences in salesperson geographies. One insurance company went so far as to have its salespeople set their own goals. The result was a 10% higher forecast than headquarters was expecting, along with a more empowered sales team. 


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What Motivates Your Sales Force?

Sales incentives motivate salespeople. We know that intuitively, but what role do other factors play in driving motivation?


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Autodesk's Approach to Motivating a Millennial Sales Force and Tackling Some of the Biggest Sales Comp Challenges

This blog post was originally published on ZS's high-tech blog, Tech Bytes & Insights

For high-tech companies, a strong inside sales function boosts efficiency and lowers costs, and for millennial-age salespeople, inside sales roles offer the chance to collaborate with a team instead of working solo in the field.

After ZS’s 2017 Comp Bytes event, where executives from leading high-tech brands met to discuss sales compensation challenges and innovations, I spoke with Robert Bieshaar, senior director of worldwide sales and services incentive compensation at Autodesk, to learn how inside sales models are evolving at his organization, what he and his colleagues are doing to motivate the next generation of salespeople, and how Autodesk is working to overcome one of the most common and cumbersome sales comp challenges: goal-setting fairness.


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How Channel Sales Are Better Aligning With High-Tech Customers’ Changing Needs

This blog post was originally published on ZS's high-tech blog, Tech Bytes & Insights

As high-tech manufacturers strive to accelerate profitable growth, they’re looking to their channel partners to provide more value to end customers. Successful technology channel partners are transforming their business models accordingly, transitioning from providing value primarily by distributing products to providing business solutions that are delivered in sync with customers’ changing buying and consumption preferences. Executing this transformation doesn’t just require partners to change. High-tech manufacturers must change as well to enable their partners to expand their capabilities. The need to help partners increase their effectiveness has significant implications for channel sales teams.


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