2018 Sales Comp Planning: Time Is Running Out

Posted by Chad Albrecht on Wed, Nov 15, 2017

About this time every year, we get lots of calls from people in a panic: “Our sales compensation plan is broken. Do I still have time to fix it for 2018?” The answer is yes, but you’re running out of time.


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What Motivates Your Sales Force?

Posted by Chad Albrecht on Mon, Sep 11, 2017

Sales incentives motivate salespeople. We know that intuitively, but what role do other factors play in driving motivation?


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Incenting Inside Sales

Posted by Chad Albrecht on Thu, Jul 13, 2017

In decades past, a salesperson was a salesperson. The role was responsible for finding prospects, turning them into customers and selling on an ongoing basis as they manage accounts. But that model is on the decline as companies find it ineffective for large accounts and too expensive for small accounts.


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Do Optimal Sales Compensation Plans Differ By Generation?

Posted by Chad Albrecht on Tue, Jun 13, 2017

Much has been said about generational differences, and the starkest contrasts have been drawn between baby boomers and millennials, who represent the two ends of the workforce age spectrum. But how can we know whether these differences are true differences that will carry into the future, or whether they’re simply due to their age? After all, baby boomers—now stereotyped as individualistic and work-centric—were once known as the “hippie” generation that traveled en masse to Woodstock to commune with hundreds of thousands of like-minded people.


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Quotas and Territories: Don’t Tackle Incentives Without Them

Posted by Chad Albrecht on Tue, May 23, 2017

This article was originally published in World at Work’s Sales Force Focus e-newsletter.

The sales comp plan did it.

In the world where sales targets are missed, the sales comp plan is one of the usual suspects—or the assumed culprit.


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