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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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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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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