Is Your Sales Force Engaged?

Posted by Mike Martin on Thu, Feb 02, 2017


For a sales rep, engagement
is a summation of many different things. Oftentimes in sales compensation, we try to look at engagement through the lens of payout levels, but as I look more into what motivates sales repsand people in generalone common theme is that engagement requires more than money. It also requires a sense of purpose and belonging.


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What Is the Most Important Question to Ask About Your Sales Compensation Plan?

Posted by Mike Martin on Tue, Sep 29, 2015

This time of year, many companies are thinking about their sales compensation plan design for next year. The design process often involves a number of internal discussions and some feedback from field managers or sales reps. There are a number of questions that compensation groups will ask during this process:


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Two Questions You Should Be Asking Your Sales Force About Their Goals

Posted by Mike Martin on Fri, Jun 05, 2015

As summer kicks off, I can’t help but look ahead to the early fall sales compensation plan design season. I am in no rush to get there, but thinking ahead does nicely remind us that now is the time to collect feedback from the sales force on the current incentive program and goals. Over time, I have found that getting answers to just two questions can provide a wealth of feedback into what should be refined, added or removed from the goal-setting process.


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Should You Pay Your Salespeople on Profit?

Posted by Chad Albrecht on Mon, May 18, 2015

In a recent webinar on sales compensation, we polled the audience, asking about the biggest issues facing sales compensation professionals today. Out of several hundred responses, consideration of moving the sales force away from revenue toward paying on profit was one of the top issues faced by more than four in 10 participants. In this post, we will help you think through whether you should consider shifting the metric in your incentive plan to pay on profit.


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Can Sales Compensation Design Benefit From Crowdsourcing?

Posted by Mike Martin on Thu, May 07, 2015

Crowdsourcing is a technique whereby an organization publicizes a problem to the general public and solicits solution ideas, with a prize sometimes going to the best submission. Nonprofit and for-profit companies have crowdsourced for challenges such as the XPrize, which holds global challenges in categories like technology or life sciences and gives multimillion-dollar awards. Or the cultural statistics Web site FiveThirtyEight recently used crowdsourcing to solicit ideas for improving the NBA draft process.


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