Why Looking for Bright Spots Will Motivate Your Sales Force

Posted by Richard Smith on Wed, Jun 05, 2019

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

In their 2010 book, Switch, Chip and Dan Heath describe a nutritional intervention performed by Jerry Sternin of the Save the Children nonprofit organization in Vietnam. While his predecessors examined where nutrition efforts weren’t working in an attempt to tackle the country’s hunger crisis, Sternin looked for bright spots, places where nutrition efforts seemed to be effective. This positive approach resulted in recommendations that were easy to implement, like eating four small meals a day instead of two large ones and including shrimp and sweet potato greens in the diet for protein and nutrients. By teaching mothers throughout the community how to make these changes, he was able to achieve significant results.


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Three Ways That Machine Learning Can Improve Quota Setting

Posted by Chad Albrecht on Thu, Mar 28, 2019

PKS Prakash and Arun Shastri co-wrote this blog post with Chad Albrecht.

In our previous blogs, we discussed how AI and machine learning can impact sales compensation plan design. Now, let’s consider the three ways that machine learning can potentially impact quota setting.


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Putting CCOS to Work for Your Incentive Program

Posted by Steve Marley on Mon, Mar 11, 2019

One of the most common metrics companies use when developing incentive programs is compensation cost of sales, or CCOS. Here’s how CCOS is measured, how it can vary by company and how to tailor it to your incentive program.


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Three Tips for Maintaining an Engaged Sales Force

Posted by Mike Martin on Thu, Mar 07, 2019

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

Nearly 11% of professionals, such as doctors, nurses and lawyers, are “actively disengaged” in the workplace, according to Gallup’s 2017 State of the Global Workplace report. They’re showing up for work but they’re unhappy and likely looking for another job.


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How AI Will (or Won't) Shake Up Sales Comp

Posted by Chad Albrecht on Tue, Mar 05, 2019

Arun Shastri co-wrote this blog post with Chad Albrecht.

In our first blog in this series, we provided an overview of the myriad changes to sales and marketing caused by artificial intelligence and machine learning. With new channels and methods, the world of selling is changing—and with it, the role of the salesperson. As such, these key areas of your sales compensation program must be reconsidered as well:


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