Sales Comp Checklist? Check.

Posted by Chad Albrecht on Wed, Apr 19, 2017


Atul Gawande is a famous surgeon, but he isn’t famous for his medical prowess. Rather, he’s famous for fundamentally changing how surgery is done: with a checklist.


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A Generational Look at Sales Compensation

Posted by Chad Albrecht on Mon, Mar 13, 2017


We hear (or observe) generational stereotypes all of the time: Baby boomers work nonstop, or even live to work. Millennials, on the other end of the working-age spectrum, are labeled as entitled and work to live.


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How an Olympic Pool Demonstrates the Importance of Fairness

Posted by Chad Albrecht on Wed, Sep 07, 2016


The Olympics are the pinnacle of sport. Stories of hard work, sacrifice, striving and achievement captivate us all.

Fairness is another key theme in sports, of course, and this year’s Russian doping story highlights the importance of fairness at the Olympics: Officials do their best to test everything and ensure that nobody has an unfair advantage due to illegal substances or other means. An individual’s effort and abilities should be the only elements that impact the final outcome.


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Don't Confuse 'Simple' With 'Understood'

Posted by Chad Albrecht on Thu, Aug 18, 2016


In multiple incentive practices surveys that we’ve conducted over the last several years, the need for simplicity in the plan design has risen to the top three issues in every study. “My salespeople don’t understand the plan” and “My compensation plan is too complex” are oft-heard refrains.


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Is Your Comp Plan Experiencing ‘Role-Creep’?

Posted by Chad Albrecht on Mon, Apr 11, 2016

I’ve started to get more and more questions about whether roles that are on the “fringe” of selling should be on a sales incentive plan. This could include roles like sales assistants, sales operations roles and even marketing roles. This is almost surely due to the strong economy and salespeople receiving payouts well above what they were a few years ago. Those who see it firsthand but don’t actually participate in the sales incentive plan want a piece of the action, too.


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