Is Your Sales Compensation Plan Pulling Your Top Reps Over for Speeding?

Posted by Brian Thompson on Wed, Nov 18, 2015

We create sales incentive plans so reps drive as fast as possible to generate results—we want them driving for sales at 100 mph at all times. However, when we introduce caps and decelerators, we are effectively getting in a police car and putting up the flashing red and blue lights behind them. Instead of being fully rewarded, the sales reps feel like they have been pulled off the highway and issued a ticket with real out-of-pocket costs to them. As a result, we run the risk of frustrating and demotivating our top performers who are “driving the fastest.”


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Sky’s the Limit? Four Options to Consider When Thinking About Caps

Posted by Chad Albrecht on Wed, May 08, 2013

"Take off the cap" is one of the most common responses when we ask salespeople what should be changed with their incentive plan. The follow-up question we ask in focus groups is, "Has anyone ever hit it?" The answer is often either no or "Yes, a few people hit it several years ago." 

Why would a plan feature that is rarely invoked be such a high-ranking concern for salespeople?


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