Sales Bonuses Are Supposed to Motivate, So Don’t Waste Them on Easy Targets

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Sep 29, 2017

Most companies pay salespeople a combination of a salary, a commission, and a bonus for hitting a quota, putting a portion of their pay at risk. The belief is that at-risk pay motivates salespeople to work hard and direct effort towards sales activities that encourage achievement of sales goals.


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Are Sales Incentives Becoming Obsolete?

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Aug 07, 2017

To motivate, manage and reward B-to-B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these traditional sales incentive plans are becoming less effective at driving sales outcomes.


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