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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Is The Elf on the Shelf an Effective Incentive Plan for Kids?

Posted by Mike Martin on Thu, Dec 18, 2014

Have you heard of Elf on the Shelf? My family has one. Becoming pretty popular, the 10-year-old tradition works like this: A family first buys an elf that will “appear” after Thanksgiving. Once named, the elf comes alive, but only at night. The elf does not move at all during the day, but as we tell our kids, he or she is always watching. At night, the elf flies back to the North Pole and reports to Santa on how the kids are behaving. The next morning, the elf returns to a new spot in the house to start the process all over again.


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What can Sales Compensation learn from the NFL fining Marshawn Lynch?

Posted by Mike Martin on Wed, Dec 03, 2014

Marshawn Lynch is a star running back for the Seattle Seahawks who was recently in the news due to getting fined $100,000 for refusing to speak to the media after some football games in November. As expected, reactions to the fine were mixed. While Marshawn and his teammates did not think it was fair, the NFL supported the fine by referencing his contractual requirement to be available to the media. 


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Are You Giving Away Free Sales Incentive Pay?

Posted by Chad Albrecht on Mon, Dec 01, 2014

Companies invest in creating incentive structures that motivate their sales force. However, when incentives are not driving incremental sales, they can lead to wasted money and lower sales force engagement. This can be especially damaging for companies with slimming margins that are trying to spend every incentive dollar efficiently.


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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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