Risk vs. Reward

Posted by Mike Martin on Tue, Oct 06, 2015

Payout ranges for a team of managers came up during a recent discussion of mine with a sales compensation director who oversees the compensation plans for about 5,000 sales reps. The idea of risk versus reward arose, as it always does. Most of the time, however, risk versus reward is focused on the top performers versus the bottom performers:


>
Read More

Do Your Managers Understand the Sales Compensation Plan?

Posted by Mike Martin on Fri, Mar 06, 2015

At this point in the year, new sales compensation plans have been rolled out, but we are still a month or two from understanding how they are working. We do not have enough sales results yet to judge the incentive plans’ impact, so what can we do during this so-called downtime?


>
Read More