There Is an 'I' in Team

Posted by Richard Smith on Tue, Nov 12, 2019


“There is no ‘I’ in team” is an old and possibly worn-out cliché. But what if “I” is for incentives? This leads me to ask two simple questions: Does your incentive program encourage teamwork? Should it?


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Incentives are Important for HQ Too

Posted by Richard Smith on Mon, Sep 09, 2019

Several years ago, ZS Principal Mike Martin wrote an entry for this blog about why it’s important to have an incentive plan for sales employees. He laid out three reasons:

  1. Incentives drive more sales.
  2. Incentives drive desired behavior, helping salespeople exhibit behaviors in line with company values.
  3. Incentives help gauge success: The more you get paid, the more successful you’ll feel and the harder you’ll work.


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Growth Doesn't Have to Mean Growing Pains

Posted by Brian Thompson on Tue, Sep 03, 2019

As a manager in our private equity practice, I frequently engage with clients who are going through an exciting growth transformation. New roles are being created and large numbers of reps need to be hired to meet the new ownership’s aggressive growth goals.

However, rapid shifts in roles and headcount increases create a slew of issues for sales and compensation leadership to consider:


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How to Put Your Sales Force Engagement Plan into Action

Posted by Anna Simon on Wed, Aug 14, 2019

This blog post is the third in a series on employee engagement and motivation.

In earlier posts, we discussed how to survey your sales force, how to analyze the results in the context of ZS’s iCARE framework and how to decide what to act on. Now comes the hard parthow to keep your sales force engaged by putting this plan into action.


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No More Shortcuts: The Path to a Better Change Management Strategy

Posted by Scott Sandford on Fri, Aug 09, 2019

Pradeep Hemachandran co-wrote this blog post with Scott Sandford. 

What comes to mind when you hear the term “change management?” For some, it simply means sending an email about an upcoming change. For others, it’s a training session about adapting to a change. In either case, these initiatives rarely have much overall business impact. Gallup notes that 70% of change initiatives fail, and when they do, some might think the change itself is the culprit. However, often the failure isn’t in the change itself but rather in the way it was rolled out, and for most firms, a poor change management rollout costs millions in lost motivation and revenue.


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