Back to Basics: Two simple reasons to use an incentive compensation management solution

Posted by Steve Marley on Thu, Nov 20, 2014

I was working with one of our software partners to describe the benefits of an Incentive Compensation Management (ICM) solution to a company that was interested in purchasing. After articulating the benefits of an automated software solution to help with the processing of performance, payouts, and reports, the company asked one simple question: How much money will it save us? Discussions stalled at that point.


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Back to Basics: Four Ways to Maximize Your Use of SPIFs and Contests

Posted by Steve Marley on Thu, Oct 09, 2014

In a previous blog in this series, Chad wrote about sales compensation plan periods and noted that the majority of companies follow an annual performance period. I look at annual performance periods as akin to a long race, whether it’s a 5K run or the Indy 500.

Unlike shorter races – such as 100m or 200m dashes or an automotive drag race where you go full speed for a brief duration – longer races require strategy: when to pass, when to conserve energy, when to work with someone for mutual benefit or when to take a break (like a pit stop).


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Three Ways to Use Science in Your Sales Compensation Program

Posted by Steve Marley on Thu, Aug 14, 2014

My colleagues at ZS Associates will soon publish a book called, “The Power of Sales Analytics”, and one of the chapters covers the use of analytics when compensating the sales force.


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Game On: Six Guidelines to Designing Game-Play for your Sales Force

Posted by Steve Marley on Thu, Jun 12, 2014

In my last blog, I mentioned “epic” (or, really, just large scale) games outside of the standard compensation plan that could motivate your sales force – games that could pit the entire sales force into a sweeping us-versus-them situation. While that sounds grand (like a summer blockbuster movie), game-play with your sales force does not always require sweeping scale or nationwide involvement.


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How Massive Multi-player Games Can Help Improve Your Sales Compensation Program

Posted by Steve Marley on Thu, May 29, 2014

A couple of months ago, I mentioned the excitement that surrounds March Madness and asked how we might be able to harness some of that excitement in our compensation plan.


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