Is Sales Compensation All About Showing Them the Money?

Posted by Marlon Tang on Wed, Jul 26, 2017

"Show me the money!” Many are familiar with that memorable line from the movie Jerry Maguire. But really, how effective is “showing them the money” with respect to sales comp design? Do large bonuses, commissions and monetary rewards make as much of an impact on behavior as we believe they do?  


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Quotas and Territories: Don’t Tackle Incentives Without Them

Posted by Chad Albrecht on Tue, May 23, 2017

This article was originally published in World at Work’s Sales Force Focus e-newsletter.

The sales comp plan did it.

In the world where sales targets are missed, the sales comp plan is one of the usual suspects—or the assumed culprit.


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Why You Need Incentives for Salespeople

Posted by Mike Martin on Mon, Aug 24, 2015

Leaving a sales compensation design meeting the other day, I ran into an old friend. We took a few moments to catch up and the topic of my meeting arose. We were planning for a market event, I told her, and discussing how to adjust the compensation plan. Her reaction surprised me: “I think we should get rid of the bonus program and pay 100% on salary. It would be simpler to understand, and the team could focus on the national forecast.” Disagreeing immediately, I shared a few counterpoints that showed the value of having a sales compensation plan. I assume readers of this blog also receive this opinion occasionally, so I wanted to share my response.


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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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Revamp Your Recognition Programs to Motivate Top Sales Performers

Posted by Chad Albrecht on Wed, Jan 28, 2015

Sales incentive programs are designed to motivate salespeople to excel. But how do you motivate your top performers when they’ve already exceeded their quota and have made plenty of incentive dollars? Even the best salespeople need an extra boost to maintain a high level of performance. According to ZS’s annual incentive practices research (IPR) study, the best way to provide this boost is to complement the sales incentive plan with an annual recognition program.


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