Is Sales Compensation All About Showing Them the Money?

Posted by Marlon Tang on Wed, Jul 26, 2017

"Show me the money!” Many are familiar with that memorable line from the movie Jerry Maguire. But really, how effective is “showing them the money” with respect to sales comp design? Do large bonuses, commissions and monetary rewards make as much of an impact on behavior as we believe they do?  


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What can Sales Compensation learn from the NFL fining Marshawn Lynch?

Posted by Mike Martin on Wed, Dec 03, 2014

Marshawn Lynch is a star running back for the Seattle Seahawks who was recently in the news due to getting fined $100,000 for refusing to speak to the media after some football games in November. As expected, reactions to the fine were mixed. While Marshawn and his teammates did not think it was fair, the NFL supported the fine by referencing his contractual requirement to be available to the media. 


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Would Sales leaders like MBOs more if we changed the name?

Posted by Mike Martin on Tue, Nov 18, 2014

A couple times on this ZS blog I have written about Management by Objectives (MBOs), such as how to improve them by focusing on quality over quantity and using the IMPACT framework to create more impactful objectives.  However, I still find that the name “MBO” carries a lot of baggage.


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Back to Basics: Incentive Compensation Plan Periods and Payout Frequency

Posted by Chad Albrecht on Thu, Oct 02, 2014

The majority of companies follow an annual incentive plan period for salespeople.  This is likely for multiple reasons.  First, executive compensation and broad-based compensation programs – two additional categories of compensation programs – are almost always annual.  For consistency, companies place salespeople on annual plans, as well.  Second, most companies have an annual business planning process and annual incentive compensation plans and goals tie in nicely with this planning process.


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Back to Basics – Choosing a Sales Compensation Plan Type

Posted by Mike Martin on Fri, Sep 12, 2014


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