Putting CCOS to Work for Your Incentive Program

Posted by Steve Marley on Mon, Mar 11, 2019

One of the most common metrics companies use when developing incentive programs is compensation cost of sales, or CCOS. Here’s how CCOS is measured, how it can vary by company and how to tailor it to your incentive program.


>
Read More

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.


>
Read More

Research Review: Using Non-Cash Incentives for Short-Term SPIFFs and Contests

Posted by Chad Albrecht on Mon, Aug 06, 2018

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

In 2012, Michael Ahearne and Thomas Steenburgh published the results of several sales compensation research studies in the July issue of Harvard Business Review. Their article was the most comprehensive of our time, revealing research on caps, interim sales bonuses, overachievement commissions and many other plan features.


>
Read More

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? 


>
Read More

The Two Must-Haves for Your Sales Compensation Plan

Posted by Chad Albrecht on Wed, Dec 13, 2017

As you finalize your 2018 sales compensation plan, you likely have a list of guiding principles that steer your plan design decisions, such as fairness, fiscal responsibility and the ability to administer. But two guiding principles stand above all others:


>
Read More