To Avoid Annual Sales Planning Headaches, Start Planning Now

Posted by Kevin Josephson on Thu, Feb 22, 2018

At a recent conference, I saw a T-shirt that read, “I Survived Quota Setting 2017.” It’s a statement that most sales operations leaders can relate to, having just completed the exhausting annual sales planning process. This exercise can be daunting, as there are many different teams often concurrently making decisions on sales compensation plans, territories, quotas and targets that all affect each other. Coordinating the impact of all of these decisions often prevents sales leaders from thinking holistically about the decisions that they’re making. They know they can do better, but sometimes they’re too bogged down by day-to-day operations to focus on planning strategically.


>
Read More

How to Motivate Your Sales Force in the New Year

Posted by Steve Marley on Wed, Jan 24, 2018


As we turn the page to a new year, companies typically begin rolling out their new incentive plans. The hope is that we’ve tweaked and updated the plans to refocus efforts and reenergize our sales forces. But are our salespeople motivated? Are they excited about their work? And if not, what would make them more enthusiastic in 2018? 


>
Read More

The Two Must-Haves for Your Sales Compensation Plan

Posted by Chad Albrecht on Wed, Dec 13, 2017

As you finalize your 2018 sales compensation plan, you likely have a list of guiding principles that steer your plan design decisions, such as fairness, fiscal responsibility and the ability to administer. But two guiding principles stand above all others:


>
Read More

Threading the Needle: Post-Merger Communication and Compensation Plans

Posted by Tobi Laczkowski on Fri, Dec 01, 2017

This post was originally published on ZS’s medtech blog, The Pacemaker.

For many medtech companies, the end of the calendar year is also the end of the fiscal year—a critical period of transition as management teams prepare organizational design strategies for the following year. 


>
Read More

2018 Sales Comp Planning: Time Is Running Out

Posted by Chad Albrecht on Wed, Nov 15, 2017

About this time every year, we get lots of calls from people in a panic: “Our sales compensation plan is broken. Do I still have time to fix it for 2018?” The answer is yes, but you’re running out of time.


>
Read More