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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Coronavirus Dilemma: Keep or Cancel Your Incentive Trips?

Posted by Robert Tegge on Wed, Mar 04, 2020

Over the past few weeks, as news of the coronavirus spreading has filled headlines, sales organizations have started to wonder what they should do with their annual incentive trips as they require significant travel and commonly take place in spring or early summer. “A lot of companies are taking preventative measures to limit exposure to employees and the general public at large meetings,” said Steve Marley, ZS’s Meetings + Events practice area lead. “The Geneva Motor Show, the Game Developers Conference, and the Mobile World Conference have all been postponed or cancelled as a result of coronavirus concerns. It’s reasonable to expect that companies will similarly consider the impact of the virus on their sales incentive trips.”


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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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There Is an 'I' in Team

Posted by Richard Smith on Tue, Nov 12, 2019


“There is no ‘I’ in team” is an old and possibly worn-out cliché. But what if “I” is for incentives? This leads me to ask two simple questions: Does your incentive program encourage teamwork? Should it?


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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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