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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How Do You Energize Your Sales Force?

Posted by Steve Marley on Mon, Oct 15, 2018


Some time ago, I wrote a blog that described the CARE ™ framework that we use at ZS. With a survey, we can develop what we call the “CARE Fingerprint TM,” a motivational profile that’s unique to each individual in the sales force. Once we have this fingerprint information, we need to determine how people in our organization feel about their sales experiences relative to their profiles.


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How United Gambled (and Lost) on a Lottery Incentive

Posted by Steve Marley on Thu, Mar 08, 2018

On Saturday, I read a news story that described the new incentive program at United Airlines that would replace employee bonuses with a lottery-style program. The author clearly wasn’t in favor of the new incentive idea, referring to the news as “unfortunate” and mocking United’s description of the new lottery program as “exciting.”


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How to Motivate Your Sales Force in the New Year

Posted by Steve Marley on Wed, Jan 24, 2018


As we turn the page to a new year, companies typically begin rolling out their new incentive plans. The hope is that we’ve tweaked and updated the plans to refocus efforts and reenergize our sales forces. But are our salespeople motivated? Are they excited about their work? And if not, what would make them more enthusiastic in 2018? 


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Will Uber Influence How You Design Incentive Plans?

Posted by Steve Marley on Wed, Apr 05, 2017


Uber has had a rough time in the news recently—and much of it is for good reason, apparently. The New York Times published an article on Sunday, April 2, that focused on how Uber was trying to motivate its drivers to work longer hours, during peak times or in areas where demand was exceeding supply. The ways in which Uber is trying to accomplish these goals are based, in many ways, on the principles of behavioral economics. ZS has done a lot of work in this space, and we’ve written about the ways that behavioral economics can be used to shape, influence and understand the actions of the sales force.


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