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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Six ways to design your MBOs to have an IMPACT

Posted by Mike Martin on Fri, Jul 25, 2014

Management by Objective (MBO) plans can be very useful additions to any incentive plan for a variety of reasons:


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The total experience: What Italian coffee and bonus plans have in common

Posted by Mike Martin on Fri, Jun 20, 2014

I had the pleasure of going to Italy recently, and one of my favorite activities was getting coffee at different cafes. I would go three times per day and began comparing coffee across different towns as I travelled. Sometimes, I would also build up the courage to practice a little Italian with the barista.


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