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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Is Your Complex Incentives Plan Holding You Back?

Posted by Richard Smith on Mon, Jul 09, 2018

“Life is really simple, but we insist on making it complicated.” -Confucius

The same can be said for sales compensation. Incentive compensation plans are often far too complex. This complexity is usually the result of trying to make the plan fair or trying to please every stakeholder. In turn, this complexity makes these plans difficult to understand. Salespeople are busy. They spend most of their day visiting customers, and that’s what we want them to be doing. We also want that time with customers to be focused on the things that leadership believes will improve their performance and the company’s performance.


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How to Simplify a Sales Compensation Plan

Posted by Mike Martin on Fri, Jan 15, 2016

I’ve been thinking about simplicity a lot lately with my sales compensation projects. In every single design kickoff meeting that I had this past fall, “Make it simple” was one of the top objectives of the plan design. However, nearly every plan that I was involved in ended up being more complex than any of the team members had originally hoped.


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4 Do’s for Rolling out Your Sales Comp Plan

Posted by David Kriesman on Tue, Dec 01, 2015

The contents of this post were first published in Sales Compensation Focus, November 2015.

For some, rolling out the new plan in January is an exciting opportunity to reinvigorate their teams: “We cannot rest on our laurels if we want to meet the increasing growth expectations for our product.” Others might be working on bigger changes, perhaps an overhaul to the current plan or a brand new plan ahead of launch: “We only have one chance to launch and need to get out of the gates fast.”


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Should You Include a National Kicker in Your Bonus Plan?

Posted by Mike Martin on Fri, Jul 17, 2015

Many companies will attempt to boost sales by adding a national kicker to the bonus plan. The most common kickers are constructed one of two ways:


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