Has Key Account Selling in Financial Services Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Tue, Jan 15, 2019

This blog post was originally published on ZS's financial services blog, The Exchange.

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.


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Research Review: Continuous vs. Lump Sum Payments

Posted by Chad Albrecht on Mon, Aug 20, 2018

This blog post is the third in a three-part series analyzing important sales compensation research.

Now that we’ve examined recent research on the success of team incentives and cash vs. non-cash incentives, let’s look into the efficacy of continuous vs. lump sum payments.


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Sales Credit ‘Stacking’: Overpaying or Necessary Evil?

Posted by Chad Albrecht on Fri, May 25, 2018

“Stacking” is a dirty word in sales comp. It generally refers to the number of people getting paid for a single deal. The sales credit “stacks up” such that three, five or even eight people are credited and paid on a single deal.


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Sales Comp for Support Staff: A Cautionary Tale

Posted by Chad Albrecht on Mon, May 07, 2018

As I ponder 20 years of sales compensation work, I’m seeing history repeat itself—specifically, the idea of sales support roles being on a sales compensation plan.


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How to Motivate Your Sales Force in the New Year

Posted by Steve Marley on Wed, Jan 24, 2018


As we turn the page to a new year, companies typically begin rolling out their new incentive plans. The hope is that we’ve tweaked and updated the plans to refocus efforts and reenergize our sales forces. But are our salespeople motivated? Are they excited about their work? And if not, what would make them more enthusiastic in 2018? 


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