The Maintenance Month: Why You Should Be Taking a Closer Look at Your Sales Comp Plan in May

Posted by Mike Martin on Wed, May 11, 2016

For sales compensation managers, time can be measured by certain checkpoints: January is the time for rolling out the new sales compensation plan; For those companies looking for a new compensation system, May and June have user conferences


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NCAA Basketball, Cinderella Stories and Sales Contests

Posted by Mike Martin on Mon, Apr 04, 2016

We’ve just completed the most exciting month for college basketball, with the victors of the NCAA tournament to be decided tonight. The Final Four is an impressive lot in and of itself. North Carolina, Oklahoma and Villanova all spent time ranked in the top 10 in the nation this year. They were 1 and 2 seeds, and were expected to vie for the championship. And then there’s Syracuse. The Orange were unranked coming into the tournament, had a losing streak in the few weeks prior and were seeded 10 in their region. Many people are wondering how they made it to the last four teams. It could be a lucky draw or maybe they’re playing well at the right time. Whatever the reason, they’re an unlikely participant, but I would argue that teams like Syracuse are what make the tournament great.


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Showcase Your Top Sales Reps Far and Wide

Posted by Mike Martin on Fri, Mar 04, 2016

A lot of people I went to high school with have become involved with a company called Nerium International. It is a skin product company and looks to be doing well. The company takes people from various professions and recruits them in to be sales reps. It offers really nice rewards such as Lexus SUVs and big cardboard checks for top reps. These rewards are then highlighted over and over again on social media to show others not yet affiliated with the company how they, too, can attain similar success. The results are amazing. People see the posts from their friends and sign up to sell the products, and before you know it, the company is growing at an electric pace.


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Why Are Startup Companies Perceived to Have Better Incentives?

Posted by Mike Martin on Thu, Feb 11, 2016

Over the past few months, I’ve had a few conversations with sales leads from Fortune 500 companies who are lamenting their lack of competitive advantage against new startups in their field. Concerns include: “Our company does a study every year on salary and the benchmarks say that we’re competitive, but something is still missing.” “I’ve been in interviews in which people will show me what other companies are offering. We can’t compete with that.” “It’s our top people I’m worrying about losing.”


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How to Simplify a Sales Compensation Plan

Posted by Mike Martin on Fri, Jan 15, 2016

I’ve been thinking about simplicity a lot lately with my sales compensation projects. In every single design kickoff meeting that I had this past fall, “Make it simple” was one of the top objectives of the plan design. However, nearly every plan that I was involved in ended up being more complex than any of the team members had originally hoped.


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