Add a little March Madness to your sales compensation plan

Posted by Steve Marley on Tue, Mar 25, 2014

I have to admit, I’m not a huge basketball fan. As a Canadian, I grew up watching and playing hockey (yes, the stereotype is true for me!). While growing up in Canada, I noticed college sports also don’t achieve the popularity or business-like marketing appeal you see with college sports in the United States.


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Already considering a change in your 2014 plans? Four things to think about before you make the switch.

Posted by Steve Marley on Thu, Jan 30, 2014

Well, we are one month into the 2014 calendar year, and undoubtedly some of us are already considering changes to our sales compensation plans.

I have worked with some companies that have taken a “set-it-and-forget-it” approach to their sales compensation plans. However, that approach requires a certain culture and focus when the going gets tough. In my experience, most companies evaluate plans and tweak them for atypical or extreme situations with some regularity.


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Is Your Sales Compensation Program Effective? Depends on Your Definition!

Posted by Steve Marley on Thu, Dec 19, 2013

When meeting new fellow sales compensation practitioners and clients, one of the first things I do is ensure we are all speaking the same language. That is, that we’re using the same words to describe the same things. One of the most common set of words to clarify is “quotas,” “goals” and “objectives.” In some companies, an objective is the salesperson’s individual quota, while in other companies an objective is used to describe something more akin to an MBO. Fortunately, these three terms can be reasonably easily interchanged with minimal confusion.

However, in preparation for 2014, I was working with a new client and asking some questions about what they would like to accomplish with their sales comp program. One of the sales leaders said, “Our plan needs to be more effective!”


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Our Comp Plan Is Broken! Or is it? Three Problems Masquerading as Compensation Issues

Posted by Steve Marley on Tue, Oct 29, 2013

As a consultant, I often have discussions with companies about how they need to "fix our comp plan."

With Halloween approaching, and costumes top of mind for many parents and kids, I thought I would touch briefly on three things that I often see masquerading as issues with the comp plan.


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Can 60% of Your Salespeople Really Hit Quota?

Posted by Steve Marley on Thu, Sep 05, 2013

When I help companies set quotas for their salespeople, project sponsors—typically sales leaders and compensation designers—sometimes tell me their objective is to have at least 60% of their people hit quota. I believe this comes from a commonly published perspective that states 60 to 70% of your salespeople should hit their quota if quotas are to be motivational.

While the motivational aspect of having 60 to 70% of your salespeople hit their quota is clear, the math behind the statement is not.


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