How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on Fri, Mar 13, 2020

Jason Brown co-wrote this blog post with Emily Alexander.

Nothing is more pressing right now than COVID-19 and the impact the pandemic is having on the U.S. population and economy. Safety is the chief priority, but sales leaders are already grappling with how to keep their sales teams engaged and productive during this tumultuous time. With travel restrictions, community gathering bans, work-from-home guidance and limitation of non-essential personnel from offices, it’s becoming almost impossible for field-based salespeople to do what they do best: Get in front of customers.


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Coronavirus Response: Four Ways to Adjust Your Sales Compensation Plan

Posted by Chad Albrecht on Thu, Mar 12, 2020

The past three weeks of coronavirus has caused panic, work-from-home directives and some industries to grind to a halt—most notably airlines and hotels, but other industries as well. The stock market is down 20%, reflecting investors’ belief in what is to come for earnings for the rest of 2020. What affects the economy affects salespeople. And it if affects salespeople, it will inevitably impact their sales compensation performance and payouts. Here’s how companies should respond:  


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Quotas and Territories: Don’t Tackle Incentives Without Them

Posted by Chad Albrecht on Tue, May 23, 2017

This article was originally published in World at Work’s Sales Force Focus e-newsletter.

The sales comp plan did it.

In the world where sales targets are missed, the sales comp plan is one of the usual suspects—or the assumed culprit.


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Focus on the Process, Not the Plan

Posted by Chad Albrecht on Tue, Feb 23, 2016

My colleague Mike Martin recently blogged about how so many companies aiming to create a simple sales incentive plan end up mired in complexity. I’d say that’s the biggest issue that companies face with their sales incentive plan these days. Go to any conference and speak with any sales comp professional and you’ll hear the same thing: Incentive plans are too complex for sales reps to understand. This has been the case for several years now.


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Is Dollar-One Commission Plan Limiting Sales Growth?

Posted by Chad Albrecht on Wed, Mar 11, 2015

Companies that have “grown up” on highly leveraged commission plans are running into a dilemma–they can change the plan and risk alienating some of their highest-grossing salespeople, or do nothing and risk lower overall sales growth. The situation is more common than some realize, and demands solutions that can balance sales growth with retaining salespeople.


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