Research Review: Continuous vs. Lump Sum Payments

Posted by Chad Albrecht on Mon, Aug 20, 2018

This blog post is the third in a three-part series analyzing important sales compensation research.

Now that we’ve examined recent research on the success of team incentives and cash vs. non-cash incentives, let’s look into the efficacy of continuous vs. lump sum payments.


>
Read More

Research Review: Should You Use Team Incentives?

Posted by Chad Albrecht on Mon, Aug 13, 2018

This blog post is the second in a three-part series analyzing important sales compensation research.

In my previous blog post, I weighed in on the efficacy of offering cash vs. non-cash incentives based on several studies and published research. Here’s a look at some of the latest findings on team incentives.


>
Read More

Research Review: Using Non-Cash Incentives for Short-Term SPIFFs and Contests

Posted by Chad Albrecht on Mon, Aug 06, 2018

This blog post is the first in a three-part series analyzing important research in sales compensation.

In 2012, Michael Ahearne and Thomas Steenburgh published the results of several sales compensation research studies in the July issue of Harvard Business Review. Their article was the most comprehensive of our time, revealing research on caps, interim sales bonuses, overachievement commissions and many other plan features.


>
Read More

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.


>
Read More

How Do You Compensate Millennials?

Posted by Steve Marley on Fri, Feb 19, 2016

In an interview with The Arizona Republic, the owner of the Phoenix Suns National Basketball Association team, Robert Sarver, called out one of his players, saying, “My whole view of the millennial culture is that they have a tough time dealing with setbacks, and Markieff Morris is the perfect example. He had a setback with his brother [who was traded from the team] in the offseason, and he can’t seem to recover from it.”


>
Read More