Has Key Account Selling Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Wed, Jan 09, 2019

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.


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Discretionary Pay Is Not a Plug for Your Leaky Compensation Plan

Posted by Jason Brown on Mon, Jul 02, 2018

The other day I was speaking with a sales compensation director who had observed a peculiar correlation in her sales comp data. She compared the payouts that salespeople received for their quantitative bonuses—measures of direct sales results—to the discretionary payouts those same individuals received. Like many asset managers, this company uses a framework for determining discretionary pay but provides significant latitude to sales managers in deciding the actual rating for each individual.


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Four Tips to Build an Incentive Plan to Support Your Evolving Sales Strategy

Posted by Brian Keating on Tue, Jun 26, 2018

Every year, insurance companies adjust their sales strategies and then add new components to their incentives accordingly. But sometimes, these changes are just “Band-Aids” and they don’t address fundamental issues. And as new components are added and incremental changes are made each year, sales incentive plans can become quite complex. Eventually, they can reach a tipping point when the incentive plans become too difficult for reps to understand—and therefore less capable of motivating reps to achieve the sales strategy’s stated objectives.


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Can You ‘Nudge’ Salespeople Toward Higher Performance?

Posted by Jason Brown on Mon, Jun 11, 2018

We’re on a continual search with our financial services clients for new ways to elevate sales performance through means other than incentives. These efforts take many forms, from the traditional—such as training, coaching and territory management—to newer ideas, like data-directed selling. Often, efforts in the latter category come in the form of “nudges”: discreet attempts to change behavior, such as approaching one conversation differently, making one more sales call, or pursuing one more lead.


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Sales Suffer in Winter Weather? Two Ways to Recover

Posted by Jason Brown on Sun, Mar 23, 2014

With the onset of spring, much of the country is finally starting to thaw, recovering from one of the coldest winters in recent memory in many locations. Whether you are chipping away the last ice remnants in your yard or blow-drying a baseball field, if you live in the eastern or northern United States, you’re probably looking forward to leaving this winter behind.


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