The Benefits of Centralizing Sales Compensation Administration

Posted by Steve Marley on Thu, Apr 09, 2015

My colleague Chad Albrecht mentioned in a previous sales compensation blog post the great deal of interest in the topic of globalization we observed during our recent webinar. Chad’s post touched on the globalization of the plan design function; in this article, I’d like to discuss why companies are choosing to globalize the administration and operations of sales compensation. I prefer, however, to refer to this as “centralization” rather than “globalization” to avoid confusion.


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Three Reasons You’re Still Designing 2015 Plans, and How to Fix Them

Posted by Steve Marley on Fri, Mar 20, 2015

You may have read the title of this blog and thought, “I’m not designing my 2015 plans. We wrapped that up by the end of December 2014!”

If that’s the case, congratulations!

I may be guilty of a base rate fallacy (or selection bias), because the companies that approach me need help with sales compensation, but in my experience, a significant number do not roll out or communicate their compensation plans by January 1 (when that’s the start of the new plan period).

So, why do so many companies fail to deliver their plans to the sales force on time? Here are three reasons why plans are late, and what you can do to prevent the delay.


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One Company’s Unique Response When Salespeople Miss Their Sales Goals

Posted by Steve Marley on Thu, Feb 05, 2015

The other week, I was doing some online reading and came across an interesting article.

I wasn’t 100% certain whether these “sales execs” were the equivalent of sales leaders, managers or reps (but the comment about “failing to meet their targets” leads me to believe it was the latter).


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Four Lessons Sales Compensation Can Learn From New Year’s Resolutions

Posted by Steve Marley on Thu, Jan 15, 2015

Happy New Year, sales compensation professionals! Did you make a resolution? Many people do, out of tradition, habit or peer pressure. Resolutions can be personal (“I’m going to start going to the gym” or “I’m going to quit smoking”) or related to work (“I’m going to become an expert in PowerPoint” or “I’m going to close 25% more deals”). It’s a safe bet your salespeople are making resolutions this year, too. But according to an article on Forbes.com, only 8% of people keep their resolutions. The article described four things done by people who succeed at keeping resolutions.


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Four Lessons on Team Sales Incentives From the Service Industry

Posted by Steve Marley on Fri, Dec 12, 2014

I was having dinner with a colleague at a restaurant the other week, and I noticed something interesting that applies to sales incentives. Our server took our drink order and, shortly after, our food order. After she brought our food and drinks, and around halfway through the meal, another server stopped by our table and asked if she could get us anything else. After she left, my colleague and I both wondered what happened to our original server. Did her shift finish? Do we have a new server? Were two or more servers “sharing the floor”?


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