Three Tips for Maintaining an Engaged Sales Force

Posted by Mike Martin on Thu, Mar 07, 2019

This blog post is the first in a series on employee engagement and motivation.

Nearly 11% of professionals, such as doctors, nurses and lawyers, are “actively disengaged” in the workplace, according to Gallup’s 2017 State of the Global Workplace report. They’re showing up for work but they’re unhappy and likely looking for another job.


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How AI Will (or Won't) Shake Up Sales Comp

Posted by Chad Albrecht on Tue, Mar 05, 2019

Arun Shastri co-wrote this blog post with Chad Albrecht.

In our first blog in this series, we provided an overview of the myriad changes to sales and marketing caused by artificial intelligence and machine learning. With new channels and methods, the world of selling is changing—and with it, the role of the salesperson. As such, these key areas of your sales compensation program must be reconsidered as well:


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Artificial Intelligence's Impact on Sales and Sales Compensation

Posted by Chad Albrecht on Thu, Feb 21, 2019

Arun Shastri co-wrote this blog post with Chad Albrecht.

Artificial intelligence is here to stay. While the concepts of artificial intelligence have been around for decades, the recent acceleration has been astronomical. We’ve seen advances in big data processing technology, image and voice recognition, complex computing capabilities and more.


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Has Key Account Selling in Financial Services Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Tue, Jan 15, 2019

This blog post was originally published on ZS's financial services blog, The Exchange.

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.


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How Do You Energize Your Sales Force?

Posted by Steve Marley on Mon, Oct 15, 2018


Some time ago, I wrote a blog that described the CARE ™ framework that we use at ZS. With a survey, we can develop what we call the “CARE Fingerprint TM,” a motivational profile that’s unique to each individual in the sales force. Once we have this fingerprint information, we need to determine how people in our organization feel about their sales experiences relative to their profiles.


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