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.


>
Read More

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.


>
Read More

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.


>
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