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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Congrats on the Big Sale! Now, Who Should Get Credit?

Posted by Kyle Heller on Wed, Nov 07, 2012

In companies around the world, people are celebrating. That huge account the entire company has been working on has finally closed. But amid the celebration, one person is not smiling. He or she has to figure out who gets sales credit for the deal, and how that credit should be split. (That unhappy person might be you.)


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