Research Review: Should You Use Team Incentives?

Posted by Chad Albrecht on Mon, Aug 13, 2018

This blog post is the second in a three-part series analyzing important sales compensation research.

In my previous blog post, I weighed in on the efficacy of offering cash vs. non-cash incentives based on several studies and published research. Here’s a look at some of the latest findings on team incentives.


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Research Review: Using Non-Cash Incentives for Short-Term SPIFFs and Contests

Posted by Chad Albrecht on Mon, Aug 06, 2018

This blog post is the first in a three-part series analyzing important research in sales compensation.

In 2012, Michael Ahearne and Thomas Steenburgh published the results of several sales compensation research studies in the July issue of Harvard Business Review. Their article was the most comprehensive of our time, revealing research on caps, interim sales bonuses, overachievement commissions and many other plan features.


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Sales Credit ‘Stacking’: Overpaying or Necessary Evil?

Posted by Chad Albrecht on Fri, May 25, 2018

“Stacking” is a dirty word in sales comp. It generally refers to the number of people getting paid for a single deal. The sales credit “stacks up” such that three, five or even eight people are credited and paid on a single deal.


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Sales Comp for Support Staff: A Cautionary Tale

Posted by Chad Albrecht on Mon, May 07, 2018

As I ponder 20 years of sales compensation work, I’m seeing history repeat itself—specifically, the idea of sales support roles being on a sales compensation plan.


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The Two Must-Haves for Your Sales Compensation Plan

Posted by Chad Albrecht on Wed, Dec 13, 2017

As you finalize your 2018 sales compensation plan, you likely have a list of guiding principles that steer your plan design decisions, such as fairness, fiscal responsibility and the ability to administer. But two guiding principles stand above all others:


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