The Power of Choice

Posted by Mike Martin on Mon, Dec 02, 2013

As technology improves, we get better data and our sales ops processes become more sophisticated. Our sales reps are armed with more information than ever about their territories, which allows us to better set rep-level objectives and track performance.

However, could such abundant data also make reps—especially those hired for their strong personal drive and ability to work independently—feel like they are working under a microscope?


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Unimpressed With MBOs? How to Create Non-Sales Metrics That Work

Posted by Mike Martin on Thu, Oct 31, 2013

This time of year, I find myself working on a lot of incentive projects where the sales force is planning a role, targeting, or alignment change on Jan 1.  Especially for the teams which will be new or are expecting a significant role change, the discussion will often include whether to use non-sales metrics in the plan while the Reps come up to speed. 

Sales teams respond with great skepticism when I suggest looking at non-sales metrics. "We pay reps for those things already in their base salary," they respond, or "We tried that before and everyone was paid the same."


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Should First-line Sales Managers Manage People—or the Business?

Posted by Mike Martin on Mon, Sep 23, 2013

All companies agree that first-line sales managers play a critical role. They are the sales reps’ strongest connection to the home office and set the precedent for how their team will perform.

First-line managers are responsible for both leading their team and growing sales in their geography or accounts. Companies differ, however, on which of the two responsibilities is the highest priority—and this, in turn, impacts sales compensation design.


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Beyond the Beach: Three Keys to a Truly Motivational President’s Club

Posted by Mike Martin on Thu, Aug 15, 2013

On my way back from a restful one-week summer vacation, my thoughts turned to the annual trips many companies offer top performers from the President’s Club, CEO Club or similar programs. And I began thinking through the ways sales leaders can maximize the motivational impact of such rewards.


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Royal Couple Gives Birth ... to Sales Contest Idea

Posted by Mike Martin on Wed, Jul 24, 2013

As everyone reading this probably knows by now, Prince William and Kate, Duchess of Cambridge, welcomed a baby boy on Monday. The news story was quickly the top headline on CNN.com, the hottest search on Google and one of the top Twitter trends.

Even prior to the birth, the countdown was newsworthy and creating buzz—buzz that could have been leveraged with a sales contest with some creative thinking and two rules.


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