What if Your Comp Plan Isn't as Healthy as You Think?

Posted by Kyle Heller on Tue, Jun 11, 2013

Last weekend, sorting through old boxes and organizing all of my belongings in preparation for my family’s move, I paused over a box in the attic that included my last Pennsylvania driver’s license, featuring a 1999 photo of me at 23.

At that age, my life revolved around playing baseball, basketball and working out at the gym. I was young, active, and approached life with the wisdom of comedian Steven Wright: “I intend to live forever—so far, so good.”


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What My 2-Year-Old Has Taught Me About Setting Sales Quotas

Posted by Kyle Heller on Wed, Feb 20, 2013

A few weeks ago, I kneeled to help my younger son blow out his birthday candles. As he listed all of his new plans now that he’s 2 (Sleep in big-boy bed! Ride blue bike!), I found myself thinking about how we divide time into days and years, discrete periods for which we set objectives and plan achievements.


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What the Three Little Pigs Can Teach Us About Global Sales Compensation

Posted by Kyle Heller on Thu, Jan 24, 2013

I can still remember as a child listening to The Three Little Pigs. From the bellowing wolf to the squealing pigs, it is a story that captivates children.

As I now read it to my own kids, I hope to teach them the merits of planning, enterprise and good old-fashioned hard work, albeit through the questionable tack of terrifying them with the harrowing tale of a hungry wolf. 

In the end, the pigs learned their lesson and we listeners agreed: Do things the right way and build for the long-term, even when there are easier alternatives or short-term gains. 

And we still agree. Right?


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Do You Really Need That Supersonic Parachute?

Posted by Kyle Heller on Mon, Dec 10, 2012

Four Principles to Simplify Compensation and Accelerate Performance

In August, I watched with awe the perfect orchestration of 79 interdependent events that together slowed the 2,000-pound Curiosity rover from 13,200 mph to 1.5 mph and placed it carefully onto the surface of Mars. The supersonic parachute deployed, the rocket separated, jets fired and Curiosity was gently lowered onto Mars. Amazing.


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Five Sales Compensation Issues for 2013 to Act On Now

Posted by Kyle Heller on Thu, Nov 15, 2012

It’s true. Some sales and compensation leaders believe they have their sales compensation figured out. Their plans are performing as intended, supporting the organizational strategy and appropriately motivating the sales force at every turn. Satisfaction is high, and absent any apparent signs of trouble, a change in sales compensation plans doesn’t make sense for 2013.


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