From Housework to Sales Comp: Four Tips for Making Operational Improvements

Posted by Steve Marley on Thu, Nov 03, 2016


Over the years, I’ve helped a number of companies successfully improve their sales compensation operations. I don’t know whether that type of work has spilled into my personal life or if I’m successful in this work because of my natural thought processes. Whichever came first, I now consider many things in everyday life in operational terms.


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Can Incentive Programs Find Inspiration in Sports Contracts?

Posted by Steve Marley on Mon, Oct 24, 2016

 

October is great month to be a sports fan in America: Hockey and basketball seasons are starting, baseball playoffs are in full swing and the football season—both professional and college—is well under way. Although it’s more common before the season starts, this is also a time when we hear a lot about player contracts. Contracts in professional sports are typically negotiated on three main components: the length of the contract, the guaranteed portion of the contract, and the incentives that allow the athlete to earn more money. Contracting decisions are made with two pieces of information: historical performance data and expectations of future performance.


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Sales Compensation Principles, Sports Contracts and Artemi Panarin

Posted by Steve Marley on Wed, Apr 20, 2016

I was born in Canada, a lifelong (suffering) fan of the Toronto Maples Leafs hockey team. When I moved to Chicago to work with ZS, I had the good fortune of witnessing the growth of a perennial contender for the Stanley Cup in the Chicago Blackhawks. The NHL has salary caps, as do most professional sports leagues. Salary caps are put in place to ensure that large market teams do not simply “buy” championships or create competitive imbalances. It’s not a perfect system, but most people understand why caps are in place.


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Segmenting Your Sales Force: What Marketing Can Teach Sales About Incentives

Posted by Steve Marley on Thu, Mar 31, 2016

Brian Thompson co-authored this blog post.

An average audience of almost 112 million people tuned in to watch the 2016 Super Bowl, according to Nielsen. In recent years, the hype leading up to the Super Bowl seems to be as much about the commercials as the game, itself. Reportedly, advertisers now have to pay $5 million for a 30-second TV spot and, for that amount, brands pull out all the stops. The cost is staggering: It equates to paying $167,000 for every one second of air time.


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How Do You Compensate Millennials?

Posted by Steve Marley on Fri, Feb 19, 2016

In an interview with The Arizona Republic, the owner of the Phoenix Suns National Basketball Association team, Robert Sarver, called out one of his players, saying, “My whole view of the millennial culture is that they have a tough time dealing with setbacks, and Markieff Morris is the perfect example. He had a setback with his brother [who was traded from the team] in the offseason, and he can’t seem to recover from it.”


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