Autodesk's Approach to Motivating a Millennial Sales Force and Tackling Some of the Biggest Sales Comp Challenges

Posted by Alex Southworth on Tue, Aug 22, 2017

This blog post was originally published on ZS's high-tech blog, Tech Bytes & Insights

For high-tech companies, a strong inside sales function boosts efficiency and lowers costs, and for millennial-age salespeople, inside sales roles offer the chance to collaborate with a team instead of working solo in the field.

After ZS’s 2017 Comp Bytes event, where executives from leading high-tech brands met to discuss sales compensation challenges and innovations, I spoke with Robert Bieshaar, senior director of worldwide sales and services incentive compensation at Autodesk, to learn how inside sales models are evolving at his organization, what he and his colleagues are doing to motivate the next generation of salespeople, and how Autodesk is working to overcome one of the most common and cumbersome sales comp challenges: goal-setting fairness.


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Plan Design Done? Don’t Forget About the Quotas

Posted by Chad Albrecht on Thu, Dec 05, 2013

Most sales compensation leaders are feeling good about where they are in the 2014 sales incentive plan design process. The management team is finalizing the design, developing the rollout plan and expressing confidence that the plan is aligned with the strategy.

But inevitably, if reps’ incentive pay is based at least in part on attaining their quota, when these plans roll out, the field will not be satisfied until they see their quota.


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Empowering Your Reps to Solve the Sales Quota Dilemma

Posted by Chad Albrecht on Tue, Jul 09, 2013

A dilemma is a situation that offers two possibilities, neither appealing. Enter the unachievable sales forecast/quota dilemma. Mission Impossible, right? Not if we turn the question around on individual salespeople.

Over the past five years, a large number of sales compensation leaders have asked what to do when facing an unachievable forecast they are supposed to allocate out to their salespeople in the form of sales quotas.


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How Much Detail Is Enough? Two Strategies for Communicating Sales Quotas

Posted by Mike Martin on Tue, May 28, 2013

How much detail should sales compensation managers share with the field when communicating quotas?

As much as it takes to gain reps’ trust.

Easy answer aside, sales compensation managers often find it challenging to determine how much detail to share when rolling out new quotas. I have seen two companies at opposite ends of the spectrum, each with strong arguments for why it does things its own particular way.


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Two Running Lessons That Put Your Quotas on Track

Posted by Steve Marley on Thu, Apr 25, 2013

Quotas. The term carries a negative connotation to some. Quotas can be a “black box” to a sales force, they lack the clear line of sight of commissions, and they can be a challenge to set equitably. While I agree with these challenges, quotas can have significant benefits when used at the right time in the right way. When I talk to companies about quotas, I love using analogies to describe their benefits. Two of my favorite analogies deal with running.


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