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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