How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on Fri, Mar 13, 2020

Jason Brown co-wrote this blog post with Emily Alexander.

Nothing is more pressing right now than COVID-19 and the impact the pandemic is having on the U.S. population and economy. Safety is the chief priority, but sales leaders are already grappling with how to keep their sales teams engaged and productive during this tumultuous time. With travel restrictions, community gathering bans, work-from-home guidance and limitation of non-essential personnel from offices, it’s becoming almost impossible for field-based salespeople to do what they do best: Get in front of customers.


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Coronavirus Response: Four Ways to Adjust Your Sales Compensation Plan

Posted by Chad Albrecht on Thu, Mar 12, 2020

The past three weeks of coronavirus has caused panic, work-from-home directives and some industries to grind to a halt—most notably airlines and hotels, but other industries as well. The stock market is down 20%, reflecting investors’ belief in what is to come for earnings for the rest of 2020. What affects the economy affects salespeople. And it if affects salespeople, it will inevitably impact their sales compensation performance and payouts. Here’s how companies should respond:  


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Building a Better Governance Committee

Posted by Chad Albrecht on Wed, Jan 22, 2020

Governance of sales compensation programs is becoming more important at companies throughout the world. Poor governance can lead to disengaged salespeople, perceptions of unfair treatment or even lawsuits. So how should you make your governance process more rigorous?


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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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