A Goal Without a Plan Is Just a Wish

Posted by Mike Martin on Tue, Nov 10, 2015

I was watching sports this weekend, supposedly taking a break from sales incentives, and one of the announcers shared the title quote: “A goal without a plan is just a wish.” The quote really resonated with me, so I decided to do some quick research on it Monday morning.


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Risk vs. Reward

Posted by Mike Martin on Tue, Oct 06, 2015

Payout ranges for a team of managers came up during a recent discussion of mine with a sales compensation director who oversees the compensation plans for about 5,000 sales reps. The idea of risk versus reward arose, as it always does. Most of the time, however, risk versus reward is focused on the top performers versus the bottom performers:


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What Is the Most Important Question to Ask About Your Sales Compensation Plan?

Posted by Mike Martin on Tue, Sep 29, 2015

This time of year, many companies are thinking about their sales compensation plan design for next year. The design process often involves a number of internal discussions and some feedback from field managers or sales reps. There are a number of questions that compensation groups will ask during this process:


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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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Should You Include a National Kicker in Your Bonus Plan?

Posted by Mike Martin on Fri, Jul 17, 2015

Many companies will attempt to boost sales by adding a national kicker to the bonus plan. The most common kickers are constructed one of two ways:


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