Would Sales leaders like MBOs more if we changed the name?

Posted by Mike Martin on Tue, Nov 18, 2014

A couple times on this ZS blog I have written about Management by Objectives (MBOs), such as how to improve them by focusing on quality over quantity and using the IMPACT framework to create more impactful objectives.  However, I still find that the name “MBO” carries a lot of baggage.


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Back to Basics: Adding Accelerators or Decelerators to Your Incentive Compensation Plan’s Payout Formula

Posted by Mike Martin on Mon, Sep 29, 2014

In the prior blog post, we described how to design your incentive compensation plan’s payout formula, and we briefly mentioned the concepts of accelerators and decelerators.  At a high level, accelerators are used to encourage increased performance and decelerators are used to safeguard against significant overpayments. 


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Back to Basics: Calculating Your Incentive Compensation Plan’s Payout Formula

Posted by Chad Albrecht on Tue, Sep 16, 2014

In the last 2 blog posts, we discussed metrics to include in the incentive compensation plan and the plan types that you should use. Now, we turn to the actual calculation of the payout amount.


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Back to Basics – Choosing a Sales Compensation Plan Type

Posted by Mike Martin on Fri, Sep 12, 2014


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Back to Basics: Three Criteria to Select Your Incentive Compensation Plan Metrics

Posted by Chad Albrecht on Tue, Sep 02, 2014

In the first 2 “Back to Basics” blogs, we covered the basics of getting your guiding principles in place and determining the appropriate pay levels and mix.


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