Show Them the Money, but Why?

Posted by Richard Smith on Tue, Apr 10, 2018

Many are familiar with that key scene in the movie Jerry Maguire, in which football player Rod Tidwell shouts, “Show me the money!” In the movie, Tidwell’s agent, Jerry, attempts to convince Tidwell that he must be more flamboyant if he wants to make more money. Football is entertainment, not just a sport. Up until that iconic line, Tidwell disagrees and feels that he should be paid purely on his athletic performance and ability.   


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A Practical Guide to Sales Compensation After Natural Disasters

Posted by Ekaterina Mamyshev on Tue, Sep 26, 2017

Natural disaster events, such as the recent hurricanes affecting the Gulf Coast and Southeast, have a profound impact and cost on people’s lives in those regions. The recovery efforts will undoubtedly take months, if not longer, as people pick back up and begin rebuilding their lives. In many cases, natural disasters will impact jobs in both direct ways, such as tourism, and indirect ways, such as customer impact for salespeople. While it may not be top of mind in the immediate aftermath of a hurricane or other natural disaster, questions soon surface about how to treat salespeople impacted by such events.


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Don’t Compensate Every Salesperson the Same

Posted by Chad Albrecht on Tue, Jul 29, 2014

Most large companies segment their customers to determine whom to target and how best to serve them. Criteria for segmenting customers often include factors such as company size, whether they are a current customer, their industry, or other factors. Analytics help segment these customers into groups, and the groups are then treated alike for the purposes of a go-to-market strategy.


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The total experience: What Italian coffee and bonus plans have in common

Posted by Mike Martin on Fri, Jun 20, 2014

I had the pleasure of going to Italy recently, and one of my favorite activities was getting coffee at different cafes. I would go three times per day and began comparing coffee across different towns as I travelled. Sometimes, I would also build up the courage to practice a little Italian with the barista.


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Luck vs. Skill – Which Matters Most in Sales?

Posted by Chad Albrecht on Thu, Jun 19, 2014

The book “Thinking Fast and Slow” by Daniel Kahneman makes a provocative claim – for the best CEOs, luck matters more than skill. And he backs it up with data. If the success of the most senior executive in your company is affected by luck more than skill, is it possible that your best salespeople are, as well? 


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