How Much Does Money Matter to Get a Rep’s Attention for a Short-term Promotion?

Posted by Mike Martin on Tue, Jun 23, 2015

Last week, the U.S. Treasury announced that it will be changing the face on the $10 bill to include a woman. This exciting news reminded me of some recent trivia I looked up regarding the $1,000 bill. Did you know that Grover Cleveland is on $1,000 bills and that they were pulled from circulation back in the 1960s?


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Two Questions You Should Be Asking Your Sales Force About Their Goals

Posted by Mike Martin on Fri, Jun 05, 2015

As summer kicks off, I can’t help but look ahead to the early fall sales compensation plan design season. I am in no rush to get there, but thinking ahead does nicely remind us that now is the time to collect feedback from the sales force on the current incentive program and goals. Over time, I have found that getting answers to just two questions can provide a wealth of feedback into what should be refined, added or removed from the goal-setting process.


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Can Sales Compensation Design Benefit From Crowdsourcing?

Posted by Mike Martin on Thu, May 07, 2015

Crowdsourcing is a technique whereby an organization publicizes a problem to the general public and solicits solution ideas, with a prize sometimes going to the best submission. Nonprofit and for-profit companies have crowdsourced for challenges such as the XPrize, which holds global challenges in categories like technology or life sciences and gives multimillion-dollar awards. Or the cultural statistics Web site FiveThirtyEight recently used crowdsourcing to solicit ideas for improving the NBA draft process.


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Three Ways to Ensure Reps Understand Their Sales Compensation Plan

Posted by Mike Martin on Tue, Apr 21, 2015

Over time, I have run into a few litmus tests that companies use to gauge the simplicity of their sales compensation plan communications:


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How Might Big Data Affect Sales Compensation?

Posted by Mike Martin on Mon, Apr 06, 2015

At a sales compensation workshop I attended last week, the speaker was sharing some of the latest trends in big data. This is a very exciting topic and one that is making a lot of headway with new methods for predictive modeling and improving our understanding of customers. Most of the excitement around big data is in areas such as research and marketing, but I wonder if it will begin to make its way into sales compensation. I think so, because as marketers become more exposed to big data concepts, they will inevitably pressure sales to include it in the compensation plan as well. Below are some steps you can take now to be prepared for that request when it does come.


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