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

Posted by Alex Southworth on Tue, Aug 22, 2017

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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Incenting Inside Sales

Posted by Chad Albrecht on Thu, Jul 13, 2017

In decades past, a salesperson was a salesperson. The role was responsible for finding prospects, turning them into customers and selling on an ongoing basis as they manage accounts. But that model is on the decline as companies find it ineffective for large accounts and too expensive for small accounts.


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Are Your Inside Salespeople Exempt From the New Overtime Rule?

Posted by Brian Keating on Tue, Jul 26, 2016


Starting Dec. 1, 2016, employees and managers earning less than $47,476 in earned total compensation will be considered non-exempt and eligible for overtime. If your inside sales group becomes non-exempt, this also impacts the incentive portion of their payouts. Here’s how the Department of Labor’s new rule could impact your sales force: 


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Back to Basics: Incentive Compensation Plan Periods and Payout Frequency

Posted by Chad Albrecht on Thu, Oct 02, 2014

The majority of companies follow an annual incentive plan period for salespeople.  This is likely for multiple reasons.  First, executive compensation and broad-based compensation programs – two additional categories of compensation programs – are almost always annual.  For consistency, companies place salespeople on annual plans, as well.  Second, most companies have an annual business planning process and annual incentive compensation plans and goals tie in nicely with this planning process.


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