Incentives are Important for HQ Too

Posted by Richard Smith on Mon, Sep 09, 2019

Several years ago, ZS Principal Mike Martin wrote an entry for this blog about why it’s important to have an incentive plan for sales employees. He laid out three reasons:

  1. Incentives drive more sales.
  2. Incentives drive desired behavior, helping salespeople exhibit behaviors in line with company values.
  3. Incentives help gauge success: The more you get paid, the more successful you’ll feel and the harder you’ll work.


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How to Put Your Sales Force Engagement Plan into Action

Posted by Anna Simon on Wed, Aug 14, 2019

This blog post is the third in a series on employee engagement and motivation.

In earlier posts, we discussed how to survey your sales force, how to analyze the results in the context of ZS’s iCARE framework and how to decide what to act on. Now comes the hard parthow to keep your sales force engaged by putting this plan into action.


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No More Shortcuts: The Path to a Better Change Management Strategy

Posted by Scott Sandford on Fri, Aug 09, 2019

Pradeep Hemachandran co-wrote this blog post with Scott Sandford. 

What comes to mind when you hear the term “change management?” For some, it simply means sending an email about an upcoming change. For others, it’s a training session about adapting to a change. In either case, these initiatives rarely have much overall business impact. Gallup notes that 70% of change initiatives fail, and when they do, some might think the change itself is the culprit. However, often the failure isn’t in the change itself but rather in the way it was rolled out, and for most firms, a poor change management rollout costs millions in lost motivation and revenue.


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Three Ways That Machine Learning Can Improve Quota Setting

Posted by Chad Albrecht on Thu, Mar 28, 2019

PKS Prakash and Arun Shastri co-wrote this blog post with Chad Albrecht.

In our previous blogs, we discussed how AI and machine learning can impact sales compensation plan design. Now, let’s consider the three ways that machine learning can potentially impact quota setting.


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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.


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