Growth Doesn't Have to Mean Growing Pains

Posted by Brian Thompson on Tue, Sep 03, 2019

As a manager in our private equity practice, I frequently engage with clients who are going through an exciting growth transformation. New roles are being created and large numbers of reps need to be hired to meet the new ownership’s aggressive growth goals.

However, rapid shifts in roles and headcount increases create a slew of issues for sales and compensation leadership to consider:


>
Read More

Incenting Inside Sales

Posted by Chad Albrecht on Thu, Jul 13, 2017

In decades past, a salesperson was a salesperson. The role was responsible for finding prospects, turning them into customers and selling on an ongoing basis as they manage accounts. But that model is on the decline as companies find it ineffective for large accounts and too expensive for small accounts.


>
Read More

When Age Matters: How the Business Life Cycle Impacts Sales Pay Mix

Posted by Chad Albrecht on Wed, Nov 06, 2013

Within the last month, I have been asked three different times how a company’s business maturity impacts the pay mix and how we should benchmark to the market at each phase. While it is quite common to get questions on how the incentive plan should be structured based on a company’s "age," it’s unusual to get a question on pay mix—let alone three. Given that, I thought I would provide my point of view on the topic in case others are facing the same question.


>
Read More