There’s No One System for Paying Your Global Sales Force

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Dec 04, 2015

One of the big challenges for the people leading global sales organizations is figuring out the right way to set pay for salespeople who work in vastly different countries and markets.


>
Read More

When Sales Incentives Should Be Based on Profit, Not Revenue

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Jun 12, 2015

Most sales forces link some portion of salespeople’s pay to sales metrics. For example, they pay a commission on the revenues salespeople generate or a bonus for achieving a territory sales quota. This proven “pay for performance” approach motivates salespeople to work hard and drive sales results.


>
Read More

Silver Bullets Won't Fix Your Sales Force

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Tue, Oct 09, 2012

When it comes to enhancing sales force productivity and performance, it's tempting to look for silver bullets. Is customer retention declining? Okay, let's roll out a new sales training program that teaches salespeople how to be more customer-focused. Is sales growth lagging? Let's implement a more aggressive incentive plan to motivate the sales force. Is sales productivity decreasing? Let's build a Big Data solution that enables salespeople to glean insights so they can sell smarter.


>
Read More

Who Owns Your Customer Relationships: Your Salespeople or Your Company?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Dec 21, 2011

Your R&D group develops a unique new product. Manufacturing produces it. Finance puts the systems in place to track the money coming in. Marketing designs the promotional campaign. Your sales force is ready to execute. "We own the relationships with customers," say your salespeople. "The company holds us accountable for revenues and expects us to develop and maintain the connections to drive sales. Just pay us our commissions and leave us alone."


>
Read More

Five Ways That Higher Sales Goals Lead to Lower Sales

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Sep 12, 2011

Companies set goals for their salespeople and most link incentive pay to goal achievement. Many advocate using stretch goals to improve the company's chance of achieving financial targets, reasoning that challenging goals motivate salespeople to think big, be creative in finding ways to create customer value, and attain performance levels never thought possible. But is that always the case?


>
Read More